Senior Principal, Capture Management
Senior Principal, Capture Management
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Salary Not Disclosed
1 Vacancy
Job Description
Job Title: Senior Principal Capture Management
Job Code: 26581
Job Location: Palm Bay FL Plano TX Richardson TX Ashburn VA
Job Description:
This position will focus on new business opportunities to drive growth within the L3Harris Airborne Combat Systems (ACS) Sector. ACS is a leading provider of full mission solutions as a prime and subsystem integrator in the airborne unmanned systems weapons and EW domains. Businesses within ACS provide top-tier capabilities in the design development integration production and sustainment of major weapons systems for defense primes and national security civil government and international customers. 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:
Perform Capture Management activities leading new business pursuits; develop capture strategy and tactics and produce Capture products to improve competitive positioning
Understand the respective customer marketplace stakeholder customer organizations and budgets to identify market drivers and trends that inform strategies
Lead the Capture Team (Business Development Program Management Engineering others) from Gate 1 through order booking
Work effectively with senior business development and program (P&L) leadership as well as program technical and other functional entities to form a winning Capture strategy
Cultivate team understanding of the customers 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 including Business Development Engineering Suppliers Partners Industry Peers and others with opportunities to collect insights
Prepare and oversee execution of detailed Pursuit Plan Capture Plan and schedule
Demonstrate ability to influence the organization toward winning strategies inspiring trust and establishing credibility with team and leadership
Leverage capture experience and tools to progressively improve L3Harris pursuit positioning
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
Lead Capture events and reviews including strategy workshops solution development events and customer and competitor assessments
Support the fiscal management of capture budgets to include resource prioritization
Participate as key stakeholder in reviews chaired by other core team members (PM ENG etc)
Prepare and deliver pursuit status presentations to pursuit stakeholders and P&L leadership
Analyze solicitations (RFP RFQ RFI etc) in conjunction with other customer requirements and communications
Oversee/lead execution of key BAP artifacts (Gate Decks leadership reviews win strategy customer assessment competitor analysis Price to Win etc.)
Develop clear and concise Win Themes and Value Propositions
Participate in major proposal events such as Kick-offs strategy workshops and color team reviews
Demonstrate decisive leadership in driving capture strategy action plan to closure
Provide detailed guidance mentoring and/or Just in Time Training to pursuit team members
Lead efforts that ensure integrated strategic messaging is utilized correctly with benefits and proof points that resonate with the customer
Qualifications:
Bachelors Degree and a minimum of 15 years of prior relevant experience. Graduate Degree and a minimum of 13 years of prior related lieu of a degree minimum of 19 years of prior related experience.
Active Top Secret US Security Clearance
Preferred Additional Skills:
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 Management experience
Experience working with ACS market areas such as: Electronic Warfare Airborne Unmanned Systems and Weapons & Sensors communities
Certification / training in L3Harris Shipley APMP 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 flexible schedule which may occasional evenings or weekends as required by the pursuit
#LI-CS2
Required Experience:
Senior IC
Employment Type
Full Time
