Senior Principal, Business Development

Harris Geospatial Solutions; Arlington (VA); On-site; USD 149,000 - 256,500; Full time

Job summary

L3Harris Technologies in Arlington, VA is seeking a Senior Principal, Business Development to lead our Federal – DHS Growth campaign. You will drive strategic captures, manage gate processes, and shape win strategies for DHS and other federal opportunities.

The role requires strong analytical skills and a deep understanding of DHS acquisition environments. You will guide capture teams from opportunity identification through proposal submission to award, coordinating with engineering and business

Qualifications

• Experience leading capture efforts to win new business in DHS/Federal markets.
• Skilled in gate management, win strategy, and competitive analysis.
• Ability to develop Price to Win strategies and persuasive proposals.
• Strong analytical and market research capabilities.

Responsibilities

• Lead the Sector DHS Growth Campaign and build a mature pipeline of federal opportunities.
• Collaborate with cross-functional teams to develop and implement capture strategies.
• Lead and participate in strategic reviews and workshops (Black Hat, Win Strategy).
• Develop Price to Win strategies to enhance proposal competitiveness.
• Storyboard and craft winning themes and discriminators for proposals.
• Prepare detailed reports and briefings for senior management.
• Inform executive decisions with market trends and customer budgets analyses.
• Develop and maintain customer relationships to shape opportunities.
• Create new opportunities with engineering leadership and capture teams.
• Lead capture teams from identification to compliant proposals and award.

Skills

Capture management

DHS experience

Black Hats

Win Strategy Workshops

Analytical skills

PowerPoint

Communication skills

Govt contracting processes

MBA

Leadership

Matrix organizations

Security clearance

Education

Bachelor's Degree + 15 years experience

Graduate Degree + 13 years experience

In lieu of degree, 19 years related experience

Job description

Job Title

Senior Principal, Business Development

Job Code

40534

Job Location

Arlington, VA

Job Schedule

9/80: Employees work 9 out of every 14 days- totaling 80 hours worked- and have every other Friday off

Job Description

We are seeking a highly skilled Business Development/Capture professional to join our team and lead our Federal – DHS Growth campaign. This role is responsible for leading strategic captures with Federal agency (non-DoW) customers and closing on orders plans for the federal market. The ideal candidate will have experience leading capture efforts to secure new business opportunities, to include: gate management, conducting win strategy workshops, competitive assessment, price to win, and customer analysis. The candidate should possess strong analytical skills and an understanding of the federal market, specifically the Department of Homeland Security (DHS) operational needs and acquisition environment.

The Capture Manager plays a crucial role in supporting the Business Area's growth strategy by identifying, developing, and leading the capture of new opportunities. They are responsible for increasing L3Harris' win probability from the initial identification of an opportunity through to the eventual award. The Capture Manager is expected to identify gaps and conduct market, customer, and competitive analysis to shape and inform opportunities. Additionally, they will determine the resources needed to pursue a business opportunity, advocate for bid strategies, champion pricing, teaming, roadmaps, and proposal strategies, and manage the transition from business opportunity to proposal development to award.

Essential Functions

• Lead the Sector DHS Growth Campaign
• Build and mature a pipeline of opportunities within the federal market
• Collaborate with cross-functional teams to develop and implement capture strategies
• Lead and participate in strategic reviews and workshops (e.g., Black Hat reviews, Win Strategy Workshops)
• Develop Price to Win strategies to enhance the competitiveness of proposals
• Lead effective storyboarding and development of strategic and proposal win themes and discriminators
• Prepare and present detailed reports and recommendations to senior management
• Develop impactful reports and briefings to inform executive decision-making including strategy, annual planning, and quarterly functional reviews
• Stay current on market trends, key customer budgets, and future customer needs through independent research; execute analyses of L3Harris market positioning on strategic pursuits with the Federal agencies.
• Develop and maintain a broad set of customer relationships, direct and track customer mission gaps, constraints, and objectives to then champion engagement to influence customers toward our desired business impact.
• Work with business and engineering leadership to create new opportunities through original mission definition and development.
• Lead capture teams and win specific new business pursuits by developing competitive and innovative technical and price offerings that map L3Harris capabilities to customer needs.
• Lead and supervise all business pursuits from identification and shaping through proposal submissions, to include the development of compliant and persuasive proposals.

Qualifications

• Bachelor's Degree with 15 years prior experience, Graduate Degree with 13 years prior experience. In lieu of a degree, minimum of 19 years of prior related experience.

Preferred Additional Skills

• Recent DHS experience: government or account management
• Proven track record of successful capture management with a focus on winning executable programs
• Familiarity with Black Hats, Win Strategy Workshops, and the Capture Gate Process
• Strong analytical and research skills
• Proficiency with PowerPoint for executive level communication
• Excellent communication and presentation skills
• Familiarity with government contracting processes and regulations, to include different contracting methods (IDIQ, OTA, etc)
• Master’s degree in Business Administration (MBA) or a related field.
• Broad management and leadership experience, leading cross-functional project teams with prior success in business development, capture management, or program management.
• Proven track record of effectively utilizing matrix organizations to win business and achieve results, with a demonstrated ability to lead high-performance teams.
• Secret level or higher security clearance

Salary and Benefits

In compliance with pay transparency requirements, the salary range for this role in Colorado state, Hawaii, Illinois, Maryland, Minnesota, New York state, Cleveland Ohio, Vermont and Virginia is $149,000 - $256,500. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. L3Harris also offers a variety of benefits, including health and disability insurance, 401(k) match, flexible spending accounts, EAP, education assistance, parental leave, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements.

Equal Opportunity Employer Statement and Other Legal Notices

L3Harris Technologies is proud to be an Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.

Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

By submitting your resume for this position, you understand and agree that L3Harris Technologies may share your resume, as well as any other related personal information or documentation you provide, with its subsidiaries and affiliated companies for the purpose of considering you for other available positions.

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