Principal, Capture Management

L3HHCM20•Madison, WI

4d•$126,500 - $271,000•Remote

About The Position

L3Harris Spectrum Superiority Sector is looking for a Principal Capture Manager to join our Networking and Data Links Solution Business Area. This business focuses on designing, developing, and delivering tactical solutions in support of complex United States Navy (USN) / United States Marine Corps (USMC) missions. The role will focus on tactical and operational Command and Control (C2) for strategic warfighting applications, enabling real-time decision-making and planning for comprehensive all-domain awareness. The Capture Manager is an essential role providing support to the Business Area's growth strategy and has overall accountability for qualified new business development efforts. The Capture Manager is responsible for forming and leading/orchestrating a capture team to increase L3Harris' win probability from the identification of a qualified opportunity through to the eventual award. The Capture Manager is expected to identify gaps and conduct market, customer, and competitive analysis to shape and inform opportunities. Additionally, they will determine the resources needed to pursue a business opportunity, advocate for bid strategies, champion pricing, teaming, roadmaps, and proposal strategies, and manage the transition from business opportunity to proposal development to award. The capture manager may be responsible for one or multiple efforts concurrently. This individual is expected to exercise prudent judgment while operating within a defined L3Harris Business Acquisition Process (BAP) and regularly interact with various levels of management, functional staff, government customers, and prime contractors. They should be experienced in all aspects of the acquisition lifecycle, with demonstrated expertise in strategic planning and government acquisitions. The successful candidate will thrive in an environment where they are responsible for capturing multiple opportunities simultaneously across various stages of maturity. They will engage and lead diverse teams in a fast-paced setting, demonstrating the ability to influence, motivate, and drive results, particularly in securing new orders.

Requirements

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.

Nice To Haves

Secret US Security Clearance.
Proven track record of leading captures from opportunity identification through Gate reviews, Competitive assessment (i.e. Black Hat sessions), develop/refine pricing strategy, solution shaping and final proposal.
Capable of shaping customer requirements early by engaging senior government leaders and influencing acquisition direction.
Skilled in building and enforcing disciplined capture plans with measurable progress, milestones and win-theme alignment.
Established, trust-based relationships across senior government customers (O-6 level, program directors, etc.).
Strong competency in competitive assessment, Black Hat analysis and opportunity shaping.
Ability to anticipate competitor positioning, teaming plays and technical discriminators and formulate counter-strategies.
Active Top Secret/SCI clearance, or a recent background investigation is preferred.
Understanding of end-to-end tactical communications missions and associated architectures; Ability to understand and articulate complex networking and system solutions.
Recent experience in the US defense sector.
Skilled at architecting clear, compelling win strategies and translating them into proposal content.
Proven ability to identify, evaluate and negotiate with best-fit partners across primes, mid-tiers and niche providers; comfortable crafting creative teaming arrangements that strengthen solution credibility.
Effective at leading cross-functional teams to drive a unified capture approach.
Brings clarity, urgency and accountability in rapidly changing environments; strong executive-level communication and crisp, data-drive status reporting.
Deep knowledge of FAR-based, OTA and CSO acquisition models.
Capable of providing/reinforcing the credibility and commitment of L3Harris at appropriate levels within the customer community.
Demonstrated expertise within the Department of War, specifically USN / USMC.
Demonstrated ability in competitive analysis, customer analysis, win strategy development, proposal and color team leadership, and price-to-win analysis.
Broad management and leadership experience, leading cross-functional project teams with prior success in business development, capture management, or program management.
Excellent initiative – an independent, dynamic, success-driven, entrepreneurial self-starter who drives change daily for a stronger, better business.
Excellent leadership, interpersonal, written, and verbal skills.
Objective thinker and problem solver with the ability to execute challenging tasks.

Responsibilities

Prepares information for decision gates and color team reviews.
Oversees the execution of the plan to drive the outcomes management has approved.
Leads the assigned opportunity through (tailored) BAP activities, from an approved Gate 1 (pursue decision) through Gate 2 (bid decision).
Supports the proposal team in a consulting role post approved Gate 2.
Manages the capture process, recommending process tailoring, defining, and prioritizing all pursuit team activities, and managing spending against approved discretionary budgets.
Forms the core capture team.
Establishes capture team (& consultant partners as necessary).
Responsible for resource need requests, including staffing for the pursuit development and proposal phases.
Determines and prioritizes customer ‘hot buttons’ and issues, folding into the pursuit strategy.
Creates and validates Customer Value Propositions and completing executive summary (started by BD Manager).
Assesses competitive position to inform the win strategy.
Oversees and verifies competitive analysis, Black Hat Reviews, Green Team (financial and contractual approaches).
Determines discriminators and solution set: validating the win strategy.
Initiates teaming agreements and small business plan, as needed.
Plans, holds, and participates in key decision Gates and progress reviews.
Ensures completion of Technical Baseline Review (TBR), Color Teams (i.e. Black Hat, Blue Team, Green Team, Pink Team, and Red Team), Proposal Cost Reviews (PCR), Pricing reviews, and assists in presentation development.
Travel as necessary.
Conducts lessons learned/analysis.