Senior Principal, Capture Manager

L3Harris Technologies; Palm Bay (FL); On-site; USD 150,000 - 180,000; Full time

Job summary

A leading defense technology firm is seeking a Senior Principal, Capture Manager in Palm Bay, Florida. The ideal candidate will leverage their extensive experience to lead capture strategies and proposal development for key business opportunities. Key responsibilities include managing cross-functional teams and driving strategic messaging to win business. This role requires exceptional leadership and communication skills, with a minimum of 15 years of experience required.

Qualifications

• Minimum of 15 years of related experience.
• Ability to obtain a US Security Clearance.

Responsibilities

• Lead capture and proposal efforts for new business opportunities.
• Work with customers to understand requirements and develop strategies.
• Drive proposal planning and execution for high-quality outputs.
• Conduct market analysis and competitive information gathering.

Skills

Capture Management

Proposal Management

Leadership

Communication

Competitive Analysis

Education

Bachelor's Degree

Graduate Degree

Job description

Overview

Senior Principal, Capture Manager – L3Harris Technologies

Location: Palm Bay, FL

Job Description

This position will focus on new business opportunities to drive growth within the L3Harris Space and Airborne Systems (SAS) Segment. SAS is a leading provider of full mission solutions as a prime and subsystem integrator in the space, airborne and cyber domains. The successful candidate will independently lead capture and proposal efforts in the pursuit, shaping, bidding, and winning of new business opportunities, adhering to the SAS Business Acquisition Process (BAP).

Essential Functions

• Reporting to the Director, SAS Capture Excellence, this role encompasses roughly 50% Capture Management responsibilities and 50% Proposal Management responsibilities.
• Perform Capture Management activities leading new business pursuits; develop capture strategy and tactics, and produce Capture products to improve competitive positioning
• Perform Proposal Management activities driving proposal planning and readiness, presentation strategy, proposal development and execution, and delivery of high-quality proposal artifacts
• Understand the respective customer marketplace, stakeholder customer organizations, and budgets to identify market drivers and trends that inform pursuit and presentation strategies
• Lead Capture and Proposal teams from Gate 1 through order booking
• Work with senior Business Development and program leadership as well as program, technical, and cross-functional entities to form a winning Capture strategy
• Cultivate team understanding of the customer’s mission, strategy, unmet needs, problems, hot buttons, most important requirements, biases, barriers, etc.
• Drive the collection and assessment of detailed competitive information from multiple sources
• Prepare and oversee execution of detailed Pursuit Plan, Capture Plan, Proposal Plan, and schedule
• Analyze and decompose solicitation artifacts (RFI, RFP, RFQ, etc) and develop compliance matrices, outlines, templates, risk assessments, and response strategies
• Participate in, facilitate, or lead key Capture and Proposal events including strategy workshops, solution development, customer and competitor assessments, kick-offs, and color team reviews
• Develop clear win themes and value propositions; ensure strategic messaging is utilized effectively with benefits and proof points that resonate with the customer
• Oversee/lead execution of key BAP artifacts (Gate Decks, leadership reviews, win strategy, customer assessment, competitor analysis, Price to Win, etc.)
• Leverage Capture and Proposal experience and tools to progressively improve positioning
• Prepare and deliver pursuit status presentations to pursuit stakeholders and P&L leadership
• Support the fiscal management of capture budgets, including resource prioritization
• Demonstrate ability to influence the organization toward winning strategies, inspire trust and establish credibility with team and leadership
• Demonstrate decisive leadership in driving Capture and Proposal strategy action plan to closure
• Provide detailed guidance, mentoring, coaching, and/or Just-in-Time Training to pursuit teams
• Develop, improve, maintain Capture and Proposal training materials; deliver training via virtual and onsite instructor-led and workshop formats
• Tailor the L3Harris Business Acquisition Process (BAP) to best support the respective business, gaining business and BD Leadership buy-in to approach while improving Pwin
• Participate in cross-functional forums to continually improve Capture and Proposal processes

Qualifications

• Bachelor’s Degree with a minimum of 15 years of related experience. Graduate Degree with a minimum of 13 years of related experience. In lieu of a degree, minimum of 19 years of related experience.
• Ability to obtain a US Security Clearance

Preferred Additional Skills

• Secret or Top Secret/SCI Clearance
• Demonstrated large-scale capture leadership experience
• Trained in / understanding of L3Harris SAS Business Acquisition Process (BAP)
• Exceptional leadership, collaboration, and team building skills; proven ability to lead indirect, cross-functional teams, resolve conflict
• Excellent communication skills and ability to effectively interact with internal and external stakeholders
• Demonstrated Capture and Proposal Management experience
• Experience working with SAS market areas such as Space, Airborne, Intelligence, and Cyber
• Certification / training in L3Harris, Shipley, APMP, or other industry-recognized practices for Capture and Proposal Management
• Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight
• Experience working with Federal Acquisition Regulations (FAR) and other Transaction Authority (OTA) contracting
• Demonstrated experience performing competitive analysis, customer analysis, win strategy development, and price-to-win analysis
• Ability to estimate and manage pursuit and bid budgets effectively
• Ability to maintain a flexible schedule which may occasionally require evenings or weekends as required by the pursuit

Equal Opportunity Employment

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, 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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