Iron Mountain
Senior Capture Manager - Public Sector
Iron Mountain, Washington, District of Columbia, us, 20022
Senior Capture Manager - Public Sector
Washington ,
District Of Columbia
Remote Eligible in District Of Columbia - J0075624Apply Now
At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.The
Senior Capture Manager
is an experienced business development professional that brings together Iron Mountain’s diverse capabilities and subject matter expertise to drive pre-sale/pursuit activities for large-scale opportunities in the US Public Sector. The role identifies the internal and external resources to effectively pursue strategic opportunities, oversees the bid strategies, teaming agreements, pricing approvals and past performance. The Senior Capture Manager develops the how and why an opportunity can be won and maximizes the win probability through team leadership, strategic thinking, insightful action, and ultimate accountability.The Capture Manager will work closely with public sector sales representatives, account management, channel managers, program managers, sales solution engineers, finance, operations, product SMEs, and Iron Mountain business leadership in strategy development. The position requires drive, determination and willingness to succeed and is capable of leading the effort and managing matrixed, cross-functional teams to achieve the company’s business goals. Public Sector is anticipated to achieve tremendous growth over the next 3 to 5 years, and requires a leader to work across service lines to ensure a continuous stream of new business for the company.Position Highlights:Competitive Salary(DOE) + Bonus ProgramTuition Reimbursement401K with company matchEmployee Stock Purchase ProgramEAP- Employee Assistance ProgramJob ResponsibilitiesLead critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.Responsible for development and implementation of capture plansParticipate in the identification, qualification and prioritization of an opportunity pipeline with sales representatives and account managementLead and integrate cross-functional team and direct team activities for the duration of the pursuitPrepare and lead milestone/gate reviews, and other reviews as requiredEstablish schedules to accomplish required capture activities between reviewsLead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitorsWork with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission critical problems, and the opportunityWork with proposal managers to ensure capture strategies and findings are accurately translated into the proposalIdentify capital investment and operating expenses needed for opportunities: facilities, staffing, hardware, software, security, and infrastructureDevelop, coordinate and execute appropriate approvals with executivesBe a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricingProvide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence and market analysisConduct win/loss analysis including capture process improvements for opportunitiesExperience with pursuit and capture development lifecycle, Shipley or other capture methodologies; leading teams through complex captures with in-depth stakeholder reviewsDemonstrated skills in all areas of business development, including opportunity qualification, capture strategy, customer relationship development, team leadership, etc.Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitionsExperience in the development of competitive pricing strategies, price to win, and cost proposalsExperience translating capture strategies into proposal win themes during the proposal stageStrong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise and professional mannerExperienced with a multitude of government contract types and pricing strategies: Firm Fixed Price (FFP), Performance based, Cost Plus (CP), and Time & Materials (T&M)Ability to work collaboratively in a dynamic team environment while managing a diverse workload and tight timelinesConfidence and experience dealing with senior executives; ability to work efficiently in fast-paced, time-sensitive and often multi-tasking environmentAbility to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peersCapable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levelsDecision ImpactResolves problems of great complexity. Improves existing processes and systems using conceptualizing, reasoning, and interpretation skills. Solutions require thorough understanding of business strategies and issues. Defines broad based solutions that would require consideration of wider implications on organization results and resources.Education/Experience Requirements8 + years in delivering positive business outcomes in Government market segments (federal, state, local government and education sectors)Strategic capture experience (deals over $25M), successfully leading the capture of systems, solutions and servicesExperience in the information technology industry (cloud, SaaS, storage)Ability to think critically, solve problems, and be a strong team player who fosters collaborationStrong organizational skills and strong verbal and written skillsProven track record of leading teams or large programsSecurity Clearance an assetBase salary range up to $150,000.Reasonably expected salary range: $134,500.00 - $179,300.00Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here
.Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values
and Code of Ethics
for a look at our principles and aspirations in elevating the power of our work together.Iron Mountain is committed to intentionally creating and supporting an inclusive and diverse workforce. Do you want to know more about our DEI efforts? Click hereAt Iron Mountain, we challenge ourselves and inspire others to create innovative business solutions that make a positive environmental and social impact. Do you want to know more about our sustainability efforts? Click hereEmployee Resource Groups
Do you want to get involved and make a difference? By joining Iron Mountain, you can also be part of our Employee Resource Groups.
#J-18808-Ljbffr
Washington ,
District Of Columbia
Remote Eligible in District Of Columbia - J0075624Apply Now
At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.The
Senior Capture Manager
is an experienced business development professional that brings together Iron Mountain’s diverse capabilities and subject matter expertise to drive pre-sale/pursuit activities for large-scale opportunities in the US Public Sector. The role identifies the internal and external resources to effectively pursue strategic opportunities, oversees the bid strategies, teaming agreements, pricing approvals and past performance. The Senior Capture Manager develops the how and why an opportunity can be won and maximizes the win probability through team leadership, strategic thinking, insightful action, and ultimate accountability.The Capture Manager will work closely with public sector sales representatives, account management, channel managers, program managers, sales solution engineers, finance, operations, product SMEs, and Iron Mountain business leadership in strategy development. The position requires drive, determination and willingness to succeed and is capable of leading the effort and managing matrixed, cross-functional teams to achieve the company’s business goals. Public Sector is anticipated to achieve tremendous growth over the next 3 to 5 years, and requires a leader to work across service lines to ensure a continuous stream of new business for the company.Position Highlights:Competitive Salary(DOE) + Bonus ProgramTuition Reimbursement401K with company matchEmployee Stock Purchase ProgramEAP- Employee Assistance ProgramJob ResponsibilitiesLead critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.Responsible for development and implementation of capture plansParticipate in the identification, qualification and prioritization of an opportunity pipeline with sales representatives and account managementLead and integrate cross-functional team and direct team activities for the duration of the pursuitPrepare and lead milestone/gate reviews, and other reviews as requiredEstablish schedules to accomplish required capture activities between reviewsLead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitorsWork with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission critical problems, and the opportunityWork with proposal managers to ensure capture strategies and findings are accurately translated into the proposalIdentify capital investment and operating expenses needed for opportunities: facilities, staffing, hardware, software, security, and infrastructureDevelop, coordinate and execute appropriate approvals with executivesBe a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricingProvide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence and market analysisConduct win/loss analysis including capture process improvements for opportunitiesExperience with pursuit and capture development lifecycle, Shipley or other capture methodologies; leading teams through complex captures with in-depth stakeholder reviewsDemonstrated skills in all areas of business development, including opportunity qualification, capture strategy, customer relationship development, team leadership, etc.Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitionsExperience in the development of competitive pricing strategies, price to win, and cost proposalsExperience translating capture strategies into proposal win themes during the proposal stageStrong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise and professional mannerExperienced with a multitude of government contract types and pricing strategies: Firm Fixed Price (FFP), Performance based, Cost Plus (CP), and Time & Materials (T&M)Ability to work collaboratively in a dynamic team environment while managing a diverse workload and tight timelinesConfidence and experience dealing with senior executives; ability to work efficiently in fast-paced, time-sensitive and often multi-tasking environmentAbility to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peersCapable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levelsDecision ImpactResolves problems of great complexity. Improves existing processes and systems using conceptualizing, reasoning, and interpretation skills. Solutions require thorough understanding of business strategies and issues. Defines broad based solutions that would require consideration of wider implications on organization results and resources.Education/Experience Requirements8 + years in delivering positive business outcomes in Government market segments (federal, state, local government and education sectors)Strategic capture experience (deals over $25M), successfully leading the capture of systems, solutions and servicesExperience in the information technology industry (cloud, SaaS, storage)Ability to think critically, solve problems, and be a strong team player who fosters collaborationStrong organizational skills and strong verbal and written skillsProven track record of leading teams or large programsSecurity Clearance an assetBase salary range up to $150,000.Reasonably expected salary range: $134,500.00 - $179,300.00Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here
.Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values
and Code of Ethics
for a look at our principles and aspirations in elevating the power of our work together.Iron Mountain is committed to intentionally creating and supporting an inclusive and diverse workforce. Do you want to know more about our DEI efforts? Click hereAt Iron Mountain, we challenge ourselves and inspire others to create innovative business solutions that make a positive environmental and social impact. Do you want to know more about our sustainability efforts? Click hereEmployee Resource Groups
Do you want to get involved and make a difference? By joining Iron Mountain, you can also be part of our Employee Resource Groups.
#J-18808-Ljbffr