Capture Manager
Orlando, Florida 1 Position Available
Reporting directly to the VP of Strategy & Business Development, the Capture Manager will be working on selected opportunities and will establish and put in place the capture strategy, customer influence based on competitive analysis, teaming arrangements to increase probability of winning, and subsequent proposal strategies including solution and pricing positioning. His/her major focus will be to manage the transition from opportunity qualification to the proposal process and to the award. The Capture Manager should have knowledge in business development, project management, government contracts, and proposal development. He/she should have some familiarity with Presagis market in order to be conversant in the clients’ terminology, policies, and organizational structure in order to challenge internally the teams during the various reviews. The candidate will drive cross-functional synergies with the team’s key contributors to the Capture effort: Business development, Business Intelligence, Bids & Proposals, Product Management, Engineering and Sales.
Responsibilities:
Capture Phase
With the support of the Business Intelligence Manager, analyze the competitive landscape creating preliminary SWOT analysis (Strength, Weakness, Opportunities, Threat) together with preliminary Price To Win. With the support of the Solution Architect, establish an initial viable solution that maximize the probability of winning, highlighting Presagis strengths and exploiting identified competitors weaknesses. Write and keep updated the capture plan, briefing the leadership on an appropriate basis and in line with the Lead to Award process. Identify and approach potential partners to create relevant teaming agreements, in line with the capture plan In collaboration with the BD or Sales person, influence the requirements of the customer to improve PRESAGIS positioning and the probability of winning
Proposal Phase
With the support of the Bid Manager, establish the calendar of the proposal phase to deliver on time a winning proposal and make sure the entire Bid Team (BD, Sales, Solution architect and Product owner, Engineering, Program Manager, Technical Writer, Legal, Export, Bid Manager) is following it. Raise any issues to the management that cannot be solved at the execution level. Establish the winning themes and participate to the appropriate bid, cost and price reviews challenging the various stakeholders
Submission and Negotiation Phase
Present the proposal to the Customer and orchestrate the negotiation to conclude to a win Brief the Program Manager on any outstanding decision taken during the negotiation
Skills:
- Bachelor’s degree.
- Good knowledge of the lead to award process
- Relevant experience in leading and win Federal business
- Excellent verbal and written communication skills and the ability to communicate effectively and in a constructive and synthetic manner with customers, coworkers, management and executives.
- Strong problem solving skills with demonstrated ability to find solutions while working independently.
- Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility.
- Maintain a positive keen attitude and a strong competitive drive