Capture Manager - Business Development Analyst

Lockheed Martin•Colorado Springs, CO

4d•Onsite

About The Position

Space is a critical domain, connecting our technologies, our security and our humanity. While others view space as a destination, we see it as a realm of possibilities, where we can do more — we can innovate, invest, inspire and integrate our capabilities to transform the future. At Lockheed Martin Space, we aim to harness the full potential of space to cultivate innovation, reduce costs, and push the boundaries of what technology can achieve. We’re creating future-ready solutions, focusing on resiliency and urgency through our 21st Century Security® vision. We’re erasing boundaries and forming partnerships across industries and around the world. We’re advancing spacecraft and the workforce to fuel the next generation. And we’re reimagining how space can connect us, ensuring security and prosperity. The Strategy & Business Development team is seeking a Business Development Analyst to aid in the development of a customer focused strategy aligned with Space Security technology roadmaps for the Space Test, Training & Exercise (TTE) Mission Focus Area. This individual will: Assist in identifying future opportunities and frame what comes next for the Space enterprise. T Have a background and understanding of capture & proposal management and be well versed in U.S. Space Force Space Control &/or Operational Test & Training Infrastructure (OTTI) Live/Physical and Digital Operations Range missions. Work with a highly integrated team of technical professionals & cross-functional disciplines in support of achieving sales growth objectives. Be directly responsible for customer interactions to shape future opportunities. Be responsible for providing guidance to the capture teams from analyzing Requests for Proposals (RFPs), organizing proposal volumes, through coordinating color teams and management reviews. May function as both a proposal & capture manager for pursuits including shaping follow-on and adjacent markets with resilient architectures and strategies. Lead the new business capture process including developing strategy, position to win, competitive intelligence analysis, leading Gold Teams, Black Hats, and EPPs. and will develop, plan, and schedule proposal activities. Be responsible for ensuring delivery of proposals that are compliant with cost, schedule, and technical requirements and identify key Lockheed Martin discriminators that directly address customer values. Request and manage Marketing Assist (MA), Bid and Proposal (B&P), and Independent Research & Development (IRAD) budgets to ensure investments remain aligned to strategic growth. Additional responsibilities: attending industry events, conferences, summits, & symposiums, identifying & establishing industry partnerships to maximize new business growth & collaborating with Engineering Leadership to support strategic growth. The position will also support the overall strategy development within the Space Security & Intelligence mission segment of the National Security Space LOB with the goal of significant LRP growth. Key Responsibilities: Assess industry & customer trends to identify opportunities Track the request & usage of New Business Acquisition Expenditure (NBAE) funds Develop communications materials for customer engagements and presentations Identify customer values and ensure inclusion of values in proposal offerings and solutions Execute proposal campaigns to deliver compliant responses that meet customer values Coordinate and attend industry events and attendance to ensure robust representation at trade shows and symposia Prepare presentations and brief Lockheed Martin and Customer Executives throughout the Capture Lifecycle Key Metrics that will Define your Success in this Position: Your ability to organize and execute a schedule Your effectiveness in organizing and evaluating requests Successful maintenance of the new business pipeline and reviews Your communication with the team and executives

Requirements

Experience in business development, capture management, and/or program management.
Knowledge of National Security Space customers, their missions, enabling technologies, programs, key opportunities.
Experience leading competitive pursuits.
Experience supporting customer contact tracking, decision mapping, competitive intelligence and customer assessments.
Demonstrated experience organizing and presenting data to senior/executive management. Communications skills in Power Point, Written media, and verbal presentations.
Experience in leveraging stakeholder functional organizations: Program Management, Engineering, Sustainment Operations, Contracts, Business Ventures/Offset, and Legal
Current Top Secret Single-Scope Background Investigation (SSBI)

Nice To Haves

Active TS/SCI with CI Poly.
Knowledge the Space Training and Readiness Command customer, the Operational Test and Training Infrastructure (OTTI) missions, enabling technologies, programs, key opportunities.
Extensive understanding of Lockheed Martin win plan, capture process, and business development practices.
Demonstrated ability to proactively drive change and aggressively engage competitively to grow a large business unit in the aerospace and defense industry.
Ability to think strategically and manage the development and execution of long-range objectives and strategic plans by identifying internal and external strategic opportunities and issues that could affect growth and profitability.

Responsibilities

Assist in identifying future opportunities and frame what comes next for the Space enterprise.
Be directly responsible for customer interactions to shape future opportunities.
Be responsible for providing guidance to the capture teams from analyzing Requests for Proposals (RFPs), organizing proposal volumes, through coordinating color teams and management reviews.
Lead the new business capture process including developing strategy, position to win, competitive intelligence analysis, leading Gold Teams, Black Hats, and EPPs and will develop, plan, and schedule proposal activities.
Be responsible for ensuring delivery of proposals that are compliant with cost, schedule, and technical requirements and identify key Lockheed Martin discriminators that directly address customer values.
Request and manage Marketing Assist (MA), Bid and Proposal (B&P), and Independent Research & Development (IRAD) budgets to ensure investments remain aligned to strategic growth.
Attending industry events, conferences, summits, & symposiums, identifying & establishing industry partnerships to maximize new business growth & collaborating with Engineering Leadership to support strategic growth.
Assess industry & customer trends to identify opportunities
Track the request & usage of New Business Acquisition Expenditure (NBAE) funds
Develop communications materials for customer engagements and presentations
Identify customer values and ensure inclusion of values in proposal offerings and solutions
Execute proposal campaigns to deliver compliant responses that meet customer values
Coordinate and attend industry events and attendance to ensure robust representation at trade shows and symposia
Prepare presentations and brief Lockheed Martin and Customer Executives throughout the Capture Lifecycle