Principal, Capture Management

Job Title: Principal, Capture Management

Job Code: 24596

Job Location: Palm Bay, FL, Rochester, NY, Plano, TX

Job Description:

This position will focus on new business opportunities to drive growth within the L3Harris Space and Airborne Systems (SAS) Segment. SAS is a leading provider of full mission solutions as a prime and subsystem integrator in the space, airborne and cyber domains. Businesses within SAS 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 SAS 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 strategies

Lead the Capture Team (Business Development, Program Management, Engineering, others) from Gate 1 through order booking

Work effectively with senior business development and program (P&L) leadership as well as program, technical, and other 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 with opportunities to collect insights

Prepare and oversee execution of detailed Pursuit Plan, Capture Plan and schedule

Demonstrate ability to influence the organization toward winning strategies, inspiring trust and establishing credibility, with team and leadership

Leverage capture experience and tools to progressively improve L3Harris’ pursuit positioning

Tailor the L3Harris Business Acquisition Process (BAP) to best support the respective business, gaining business and BD Leadership buy-in to approach while improving Pwin

Lead Capture events and reviews including strategy workshops, solution development events, and customer and competitor assessments

Support the fiscal management of capture budgets, to include resource prioritization

Participate as key stakeholder in reviews chaired by other core team members (PM, ENG, etc)

Prepare and deliver pursuit status presentations to pursuit stakeholders and P&L leadership

Analyze solicitations (RFP, RFQ, RFI, etc) in conjunction with other customer requirements and communications

Oversee/lead execution of key BAP artifacts (Gate Decks, leadership reviews, win strategy, customer assessment, competitor analysis, Price to Win, etc.)

Develop clear and concise Win Themes and Value Propositions

Participate in major proposal events such as Kick-offs, strategy workshops, and color team reviews

Demonstrate decisive leadership in driving capture strategy action plan to closure

Provide detailed guidance, mentoring, and/or Just in Time Training to pursuit team members

Lead efforts that ensure integrated strategic messaging is utilized correctly with benefits and proof points that resonate with the customer

Qualifications:

Bachelor’s Degree and a minimum of 12 years of prior relevant experience or a Graduate Degree and a minimum of 10 years of prior related experience.

Preferred Additional Skills:

Active and current Secret or Top Secret/SCI Clearance

Demonstrated large-scale capture leadership experience

Trained in / understanding of L3Harris SAS Business Acquisition Process (BAP)

Exceptional leadership, collaboration, and team building skills; proven ability to lead indirect, cross-functional teams, resolve conflict

Excellent communication skills and ability to effectively interact with internal and external stakeholders

Demonstrated Capture Management experience

Certification / training in L3Harris, Shipley, APMP, other industry-recognized practices for Capture and Proposal Management

Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight

Experience working with Federal Acquisition Regulations (FAR) and other Transaction Authority (OTA) contracting

Demonstrated experience performing competitive analysis, customer analysis, win strategy development, and price-to win analysis

Ability to estimate and manage pursuit and bid budgets effectively

Experience working with SAS market areas such as: US DoD Space, Airborne, Cyber, or Intelligence communities

Ability to maintain flexible schedule which may occasional evenings or weekends as required by the pursuit

In compliance with pay transparency requirements, the salary range for this role in New York State is $124,000 - $231,000. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. L3Harris also offers a variety of benefits, including healthy and disability insurance, 401 (k) match, flexible spending accounts, EAP, education assistance, parental leave, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements.

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