Senior Staff Capture Manager

Airbus Ventures; El Segundo (CA); Hybrid; USD 217,000 - 266,000; Full time

Benefits offered by this job

Stock options

Comprehensive benefits package

Retirement plans

Job summary

CesiumAstro is seeking a Senior Capture Manager to lead capture and proposal efforts for government and commercial opportunities in satellite communications.

You will manage ROMs, NTEs, and firm proposals, building relationships with customers and internal teams to drive successful bids and transitions from capture to program execution.

Qualifications

• Bachelor’s degree in Electrical or Aerospace Engineering from an accredited university and minimum 12 years prior relevant experience.
• Advanced degree desired (MBA, MS).
• Proven track record of managing new business opportunities in airborne and space-based communication systems.
• In-depth knowledge of space-based communication systems including phased array antennas and processing electronics solutions.
• Strategic thinking and analytical skills to identify and pursue business opportunities that align with company goals.
• Strong business acumen to manage and execute effective capture strategies to drive revenue growth.
• Experience in proposal pricing methodologies/tools and creating Basis of Estimating (BOE).
• Understanding of proposal and gate review processes.
• Demonstrated experience in proposal development with multiple stakeholders and ensuring compliance.
• Working knowledge of CAS, FAR and other Government Procurement regulations.
• Excellent communications and interpersonal skills across disciplines.
• Demonstrated complex problem resolution leading diverse teams.

Responsibilities

• Manage and execute comprehensive business capture strategy to identify, pursue, and win new business in satellite communications.
• Foster and maintain relationships with Government Agencies, industry partners, and customers.
• Conduct market research and competitive analysis to identify trends and opportunities.
• Organize and lead proposal teams to produce compliant proposals on time.
• Ensure win strategy and technical solutions are clear in final documents.
• Collaborate with leadership to align proposal activity with overall strategy.
• Support development of pricing tools to support bid decisions.
• Review pricing for accuracy and BOE compliance.
• Manage sign-off packages and support of negotiations and post-award activities.
• Communicate ROI and business impact to stakeholders.
• Work with program managers during negotiations to justify BOEs and counter offers.
• Plan and execute transition from capture to program execution with baselined requirements.

Skills

Strategic thinking

Analytical skills

Business capture strategy

Leadership

Communication skills

Proposal pricing

Gate review processes

Relationship building

Program management

Education

Bachelor’s degree in Electrical or Aerospace Engineering

MBA or MS preferred

Tools

EVMS certification

Job description

Please Note: To conform with the United States Government Space Technology Export Regulations, the applicant must be a U.S. citizen, lawful permanent resident of the U.S., conditional resident, asylee or refugee (protected individuals as defined by 8 U.S.C. 1324b(a)(3)), or eligible to obtain the required authorizations from the U.S. Department of State.

At CesiumAstro, we are developers and pioneers of out-of-the-box communication systems for satellites, UAVs, launch vehicles, and other space and airborne platforms. We take pride in our dynamic and cross-functional work environment, which allows us to learn, develop, and engage across our organization. If you are looking for hands-on, interactive, and autonomous work, CesiumAstro is the place for you. We are actively seeking passionate, collaborative, energetic, and forward-thinking individuals to join our team.

We are looking to add a Senior CaptureManager to join our team. Reporting to the Director of Business Capture, you will be responsible for leading Cesium’s capture and proposal efforts for government and commercial opportunities.

This position will manage all proposal efforts including ROMs, NTEs and firm proposals. The Senior Capture Manager will need to effectively partner with all proposal team members (e.g. Contracts, Program Management, Engineering, Supply Chain, Finance, Manufacturing Operations, etc.).

The position will be the internal/external point of contact for proposal operations decisions, schedule requirements and contract clarifications. This role will require an individual to build and maintain relationships with our customers and strengthen those relationships to drive proposal completion.

JOB DUTIES AND RESPONSIBILITIES

• Manage and execute comprehensive business capture strategy to identify, pursue, and win new business in the area of satellite communications with both commercial and Government opportunities.
• Foster and maintain strong relationships with Government Agencies, industry partners, and potential customers to understand current needs and timelines to position the organization as a preferred provider for communication payloads.
• Conduct market research and competitive analysis to identify trends, customer needs, and areas for business expansion.
• Organizes and leads proposal teams to produce on-time, complete and compliant proposals that support efficient negotiations with the customer.
• Ensure win strategy, technical solution, win themes, discriminators, compliance, and clear understanding of the requirements are well-articulated and consistent throughout final proposal documents.
• Works closely with leadership to identify how each proposal activity supports and or augments our overall strategy.
• Support development of standard pricing and estimating tools to support program pursuits and bid decisions.
• Reviews pricing for accuracy and reasonableness, consistency and compliance of BOE’s, and that the cost volume is responsive to each RFP’s requirements.
• Manage preparation of required sign off packages and support of fact-finding, negotiation and post-award audit activities.
• Uses effective communication and leadership to ensure the team understands the return on investment, how their decisions affect the business opportunity.
• Works closely with the program managers during negotiations to provide justification for BOEs and construct counter offers.
• Creates and executes plans with ability to manage those initiatives throughout the full execution, including wide ranging, and in-depth experiences and agilities in large scale transition to production.
• Leads teams supporting proposal capture to program execution hand-offs; ensuring successful program start up with baselined technical requirements/performance, scope, deliverables, cost, and schedule.

JOB REQUIREMENTS AND MINIMUM QUALIFICATIONS

• Bachelor’s degree in Electrical or Aerospace Engineering from an accredited university and minimum 12 years prior relevant experience. Advanced degree desired (MBA, MS).
• Proven track record of managing new business opportunities in the areas of airborne and space-based communication systems.
• In-depth knowledge of space-based communication systems including phased array antennas and processing electronics solutions.
• Strategic thinking and analytical skills to identify and pursue business opportunities that align with company core business areas and company goals.
• Strong business acumen to manage and execute effective business capture strategies to drive revenue growth.
• Experienced in proposal pricing methodologies/tools and creating Basis of Estimating (BOE) to support labor and material bids.
• Understanding of proposal and gate review processes.
• Demonstrated experience in proposal development with multiple stakeholders and ensuring compliance against proposal evaluation criteria and requirements.
• Working knowledge of CAS, FAR and other Government Procurement regulations as they pertain to each proposal.
• Excellent communications and interpersonal skills with the ability to work across business areas, manage diverse tasks, requirements and commitments and interface successfully with numerous disciplines.
• Demonstrated complex problem resolution by leading a diverse team of engineers, technical writers, and graphic artists to achieve proposal capture success.
• Expert knowledge of competitive landscape with the ability to identify best practices and how to best utilize within the company.
• Program Management, EVMS or equivalent certification.
• Ability to obtain U.S. government issued security clearance. U.S. citizenship is required, as only U.S. citizens are eligible for a security clearance.

$217,000 - $266,000 a year

CesiumAstro considers several factors when extending an offer, including but not limited to, the role and associated responsibilities, a candidate’s work experience, education/training, and key skills. Full-time employment offers include company stock options and a generous benefits package including health, dental, vision, HSA, FSA, life, disability and retirement plans.

CesiumAstro is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard torace, color, religion, sex, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.