Iron Mountain
Senior Capture Manager - Public Sector
Iron Mountain, Annapolis, Maryland, United States, 21403
Iron Mountain Senior Capture Manager - Public Sector
Annapolis, MarylandRemote Eligible in Maryland - J0075624At 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.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.Position Highlights:Competitive Salary (DOE) + Bonus ProgramTuition Reimbursement401K with company matchEmployee Stock Purchase ProgramEAP - Employee Assistance ProgramJob Responsibilities:Lead 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 plans.Participate in the identification, qualification, and prioritization of an opportunity pipeline with sales representatives and account management.Lead and integrate cross-functional team and direct team activities for the duration of the pursuit.Prepare and lead milestone/gate reviews, and other reviews as required.Establish schedules to accomplish required capture activities between reviews.Lead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitors.Work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission-critical problems, and the opportunity.Work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal.Identify capital investment and operating expenses needed for opportunities: facilities, staffing, hardware, software, security, and infrastructure.Develop, coordinate, and execute appropriate approvals with executives.Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing.Provide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence, and market analysis.Conduct win/loss analysis including capture process improvements for opportunities.Experience with pursuit and capture development lifecycle, Shipley or other capture methodologies; leading teams through complex captures with in-depth stakeholder reviews.Demonstrated 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 acquisitions.Experience in the development of competitive pricing strategies, price to win, and cost proposals.Experience translating capture strategies into proposal win themes during the proposal stage.Strong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise, and professional manner.Experienced 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 timelines.Confidence and experience dealing with senior executives; ability to work efficiently in fast-paced, time-sensitive, and often multi-tasking environment.Ability to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peers.Capable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levels.Decision Impact:Resolves 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 Requirements:8+ 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 services.Experience in the information technology industry (cloud, SaaS, storage).Ability to think critically, solve problems, and be a strong team player who fosters collaboration.Strong organizational skills and strong verbal and written skills.Proven track record of leading teams or large programs.Security Clearance an asset.Base salary range up to $150,000.Reasonably expected salary range: $134,500.00 - $179,300.00Iron Mountain is committed to intentionally creating and supporting an inclusive and diverse workforce. We challenge ourselves and inspire others to create innovative business solutions that make a positive environmental and social impact.
#J-18808-Ljbffr
Annapolis, MarylandRemote Eligible in Maryland - J0075624At 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.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.Position Highlights:Competitive Salary (DOE) + Bonus ProgramTuition Reimbursement401K with company matchEmployee Stock Purchase ProgramEAP - Employee Assistance ProgramJob Responsibilities:Lead 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 plans.Participate in the identification, qualification, and prioritization of an opportunity pipeline with sales representatives and account management.Lead and integrate cross-functional team and direct team activities for the duration of the pursuit.Prepare and lead milestone/gate reviews, and other reviews as required.Establish schedules to accomplish required capture activities between reviews.Lead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitors.Work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission-critical problems, and the opportunity.Work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal.Identify capital investment and operating expenses needed for opportunities: facilities, staffing, hardware, software, security, and infrastructure.Develop, coordinate, and execute appropriate approvals with executives.Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing.Provide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence, and market analysis.Conduct win/loss analysis including capture process improvements for opportunities.Experience with pursuit and capture development lifecycle, Shipley or other capture methodologies; leading teams through complex captures with in-depth stakeholder reviews.Demonstrated 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 acquisitions.Experience in the development of competitive pricing strategies, price to win, and cost proposals.Experience translating capture strategies into proposal win themes during the proposal stage.Strong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise, and professional manner.Experienced 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 timelines.Confidence and experience dealing with senior executives; ability to work efficiently in fast-paced, time-sensitive, and often multi-tasking environment.Ability to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peers.Capable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levels.Decision Impact:Resolves 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 Requirements:8+ 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 services.Experience in the information technology industry (cloud, SaaS, storage).Ability to think critically, solve problems, and be a strong team player who fosters collaboration.Strong organizational skills and strong verbal and written skills.Proven track record of leading teams or large programs.Security Clearance an asset.Base salary range up to $150,000.Reasonably expected salary range: $134,500.00 - $179,300.00Iron Mountain is committed to intentionally creating and supporting an inclusive and diverse workforce. We challenge ourselves and inspire others to create innovative business solutions that make a positive environmental and social impact.
#J-18808-Ljbffr