Senior Principal Capture Manager

L3Harris•Palm Bay, FL

13h•Hybrid

About The Position

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).

Requirements

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

Nice To Haves

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)

Responsibilities

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