Principal, Capture Manager

L3Harris•Rochester, NY

1d•$124,000 - $231,000

About The Position

L3Harris Space Superiority & Imaging Division is looking for a Principal Capture Manager to join our Exquisite Imaging Solutions Business Area. This division focuses on the design, manufacturing, testing, and delivery of electro-optical intelligence, surveillance, and reconnaissance (ISR) space components, payloads, and satellites. Our clients include the US government defense and intelligence sectors, civil and commercial companies, and international partners. The Capture Manager plays a crucial role in supporting the Business Area's growth strategy by identifying, developing, and leading the capture of new payload, satellite, and mission prime opportunities. They are responsible for increasing L3Harris' win probability from the initial identification of an 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. This role serves as the primary point of contact within the Business Area for developing strategy, generating new revenue, aligning internal investments with the strategy, and coordinating with customers, suppliers, and other L3Harris Business Areas and Portfolios to ensure a cohesive approach to growth. The Capture Manager is, or will become, an expert in the US defense, intelligence, civil (e.g., NASA), and commercial marketplaces, as well as emerging US defense and intelligence mission requirements and US government contracting processes and practices. As a senior leader within the Business Area, the Capture Manager is responsible for inspiring employees to achieve high performance, delivering growth, accomplishing business objectives, and ensuring the efficient deployment of internal investments. This individual is expected to exercise prudent judgment while operating within a defined Business Acquisition Process (BAP) and regularly interacting 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 with a minimum of 12 years of experience in program/business management, business development, or capture experience; or a Graduate Degree with 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

Proven track record of effectively utilizing matrix organizations to win business and achieve results, with a demonstrated ability to lead high-performance teams.
Active Top Secret/SCI clearance, or a recent background investigation is preferred.
Understanding of electro-optical satellite, payload, and mission products.
Advanced degree in technical, business, or applicable policy field.
Experience in engineering, program management, or other business/product line leadership roles.
Recent experience in the US defense, intelligence, or national security sector.
Current understanding of capture management and proposal processes.
Ability to interpret, condense, and present findings to audiences with varying skill sets and experience levels.
Capable of providing/reinforcing the credibility and commitment of L3Harris at appropriate levels within the customer community.
Successful capture of a single award development-type opportunity valued at over $25M within the last three years.
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 interpersonal, written, and verbal skills.
Objective thinker and problem solver with the ability to execute challenging tasks to completion.
Existing expertise or willingness to develop expertise in the US civil, intelligence, and defense space marketplace, including mission requirements, customers, and US government contracting practices.

Responsibilities

Develop and maintain a broad set of customer relationships, direct and track customer mission gaps, constraints, and objectives to then champion engagement to influence customers toward our desired business impact.
Work with business and engineering leadership to create new opportunities through original mission definition and development.
Lead capture teams and win specific new business pursuits by developing competitive and innovative technical and price offerings that map L3Harris capabilities to customer needs.
Lead and supervise all business pursuits from identification and shaping through proposal submissions, to include the development of compliant and persuasive proposals.
Support independent research and development (IRAD) and capital investment decisions; recommend and decide on investments to maximize the impact to the capture strategy and return on investment
Prepare and maintain strategic roadmap and business overview documents by integrating business acumen, value proposition, budget/funding options, competitive landscape, and business case development to inform business area pursuit and investment strategies
Develop broad, cooperative relationships with numerous groups and individuals, and engage across the L3Harris enterprise including Business Development, Finance, Contracts, Engineering, Mission Architecture, and Operations to ensure desired outcomes.
Effectively communicate with all internal and external stakeholders
Develop talent pipeline for capture managers.
Coordinate and manage all capture / gate activities and reviews. Lead and execute gate development, presentations, and communication to both internal and external leadership levels.
Establish the budget for the successful capture of identified opportunity, provide recommendations for the allocation of discretionary resources, and manage execution to the assigned budget.