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Senior Principal Capture Manager

This position will focus on new business opportunities to drive growth within the L3Harris Space and Mission Systems (SMS) Segment. SMS is a leading provider of full mission solutions as a prime and subsystem integrator in the space, airborne and cyber domains. Businesses within SMS 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 SMS 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 pursuit and presentation strategies
• Guide, mentor, and lead capture teams (comprised of Business Development, Program Management, Engineering, others) from Gate 1 through order booking
• Work effectively with senior Business Development and program leadership as well as program, technical, and cross-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
• Prepare and oversee execution of detailed Pursuit Plan, Capture Plan, Proposal Plan, and schedule
• Analyze and decompose solicitation artifacts (RFI, RFP, RFQ, etc.) in conjunction with other customer requirements and communication; develop compliance matrices, outlines, templates, risk assessments, and response strategies
• Participate in, facilitate, or lead key capture and proposal events including strategy workshops, solution development, customer and competitor assessments, kickoffs, and color team reviews
• Develop clear and concise win themes and value propositions; lead efforts that ensure strategic messaging is utilized effectively with benefits and proof points that resonate with the customer
• Oversee/lead execution of key BAP artifacts (Gate Decks, leadership reviews, win strategy, customer assessment, competitor analysis, Price-to-Win, etc.)
• When needed, perform Proposal Management activities driving proposal planning and readiness, presentation strategy, proposal development and execution, and delivery of high-quality artifacts
• Leverage capture and proposal experience and tools to progressively improve L3Harris' positioning
• Prepare and deliver pursuit status presentations to pursuit stakeholders and P&L leadership
• Support the fiscal management of capture budgets, including resource prioritization
• Demonstrate ability to influence the organization toward winning strategies, inspire trust, and establish credibility with team and leadership
• Demonstrate decisive leadership in driving capture and proposal strategy action plans to closure
• Provide detailed guidance, mentoring, coaching, and/or just-in-time training to pursuit teams
• Develop, improve, and maintain capture and proposal training materials; deliver training via virtual and onsite instructor-led and workshop formats
• Tailor the L3Harris Business Acquisition Process (BAP) to best support the respective business, gaining Business and BD Leadership buy-in to the approach while improving Pwin
• Participate in cross-functional forums to continually improve capture and proposal processes
• Travel as necessary

Qualifications:

• Must have an active Secret Clearance
• Bachelor's Degree and a minimum of 12 years of prior relevant experience; Or, Graduate Degree and a minimum of 10 years of prior related experience; Or, in lieu of a degree, minimum of 16 years of prior related experience
• Demonstrated Capture and Proposal Management experience
• Demonstrated experience performing competitive analysis, customer analysis, win strategy development, and Price-to-Win analysis
• Experience working with SMS market areas such as Space, Airborne, Intelligence, and Cyber
• Certification/training in L3Harris, Shipley, APMP, or other industry-recognized practices for Capture and Proposal Management
• Experience working with Federal Acquisition Regulations (FAR) and Other Transaction Authority (OTA) contracting
• Ability to estimate and manage pursuit and bid budgets effectively
• Ability to maintain flexible schedule which may require occasional evening or weekend support as required by the pursuit
• Demonstrated large-scale capture and proposal leadership experience

Preferred Additional Skills:

• Active and current Top Secret/SCI Clearance
• Exceptional leadership, collaboration, and team-building skills; proven ability to lead indirect, cross-functional teams and resolve conflict
• Excellent communication skills and ability to effectively interact with internal and external stakeholders
• Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance, and oversight
• Training in / understanding of L3Harris SMS Business Acquisition Process (BAP)