L3Harris
Principal, Capture Management
L3Harris, Palm Bay, Florida, United States, 32905
Job Title: Capture Manager
Job Code: 15705
Job Location: Palm Bay, FL | Rochester, NY | Plano, Tx
Job Description:
This position will focus on new business opportunities to drive growth within the L3Harris Space and Airborne Systems (SAS) Segment. SAS is a leading provider of full mission solutions as a prime and subsystem integrator in the space, airborne and cyber domains. Businesses within SAS 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:
Reporting to the assigned SAS Capture or Business Development Leader, key responsibilities include (yet are not limited to):
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 customer’s 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:
Bachelor’s Degree and a minimum of 12 years of prior relevant experience. Graduate Degree and a minimum of 10 years of prior related experience. In lieu of a degree, minimum of 16 years of prior related experience.
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
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
Experience working with SAS market areas such as: US DoD Space, Airborne, Cyber, or Intelligence communities
Ability to maintain flexible schedule which may occasional evenings or weekends as required by the pursuit
Ability to travel as necessary
Preferred Additional Skills:
Active and current Secret or Top Secret/SCI Clearance
Demonstrated large-scale capture leadership experience
Trained in / understanding of L3Harris SAS Business Acquisition Process (BAP)
Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.
L3Harris Technologies is proud to be an Affirmative Action/Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.
Job Code: 15705
Job Location: Palm Bay, FL | Rochester, NY | Plano, Tx
Job Description:
This position will focus on new business opportunities to drive growth within the L3Harris Space and Airborne Systems (SAS) Segment. SAS is a leading provider of full mission solutions as a prime and subsystem integrator in the space, airborne and cyber domains. Businesses within SAS 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:
Reporting to the assigned SAS Capture or Business Development Leader, key responsibilities include (yet are not limited to):
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 customer’s 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:
Bachelor’s Degree and a minimum of 12 years of prior relevant experience. Graduate Degree and a minimum of 10 years of prior related experience. In lieu of a degree, minimum of 16 years of prior related experience.
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
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
Experience working with SAS market areas such as: US DoD Space, Airborne, Cyber, or Intelligence communities
Ability to maintain flexible schedule which may occasional evenings or weekends as required by the pursuit
Ability to travel as necessary
Preferred Additional Skills:
Active and current Secret or Top Secret/SCI Clearance
Demonstrated large-scale capture leadership experience
Trained in / understanding of L3Harris SAS Business Acquisition Process (BAP)
Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.
L3Harris Technologies is proud to be an Affirmative Action/Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.