Capture Manager - Intelligence Community

PAE Government Services Inc Falls Church , VA 22040

Posted 2 months ago

Supporting the Most Exciting and Meaningful Missions in the World

Capture Manager - Intelligence Community

PAE is seeking a Capture Manager to accelerate PAE's growth within the Intelligence Community (IC) to support Construction Surveillance opportunities as well as but not limited to NRO, NGA, DIA, CIA, and NSA, pursuits. This position reports to the Director of Business Development, National Security Solutions Mission Support business unit. The successful candidate must have proven experience in capture management methodologies against corporate key opportunities. The candidate must have a solid history of successful captures and awards. As required, the individual must be willing to support and be assigned other on-going captures to improve fidelity and PWin. Candidates must have strong and current customer knowledge and networking relationships to identify opportunities in this market and position PAE as a leading provider in those areas.

The Capture Manager must have a deep and broad understanding of the customer's short and long-term objectives, as well as their in-house capabilities, and areas where contractor support will enhance their chances for mission success

Essential Job Duties:

  • Develops strategies and responses to Request for Information (RFI), Market Surveys, and Expressions of Interest (EOI)

  • Prepares and presents PAE capability statements and other new business information presentations

  • Develops and maintains a close relationship with the key customers to understand their requirements, plans, goals and concerns to develop new business.

  • Responsible for shaping the RFP, determining customer intimacy and identifying strengths and weaknesses of the organization in pursuit of the opportunity.

  • Drives opportunity from capture decision to contract award, managing bid strategies and overseeing the development of the technical, management and cost strategies and associated proposal volumes.

  • Responsible for determining the most likely requirements to successfully win an opportunity to include development and articulation of the solutions required, win strategies, themes and discriminators. Clearly communicates these to both corporate executives and the proposal team.

  • Develops the solutioning, then the implementation and management of the capture plan and associated strategy into the proposal end-product and corporate offering.

  • Identifies the need or benefits of teaming partners and the associated oversight of required agreements. Must be proficient in drafting and negotiating teaming agreements/ statements of work addressing customer's requirements, resulting in increased PWin and long-term benefits to PAE.

  • Develops and matures the strategies for future market changes and assess the likely impact on customers to identify growth opportunities and trends in domestic and international markets.

  • Consults with customer on upcoming requirements to help shape requests for proposals (RFPs) and ensures PAE BD/Proposal teams have full understanding of requirements, constraints, and perceived risks. (Responsible for core market sustainment and new business growth; responsible for new business opportunity qualification, competitive positioning, and capture)

  • Experience in targeting the market, identifying and qualifying new business opportunities and leading teams through the capture process (e.g., Shipley) to include: customer contact, competitive intelligence, gap analysis and bid team structuring; development of the value proposition, win strategy and offer design; price-to-win and design to cost; bid a business case; proposal product development, color reviews, submission, final proposal revisions, hand-off for implementation, lessons learned continuous improvement, new business budgeting and cost control.

Minimum Requirements:

  • Bachelor's degree in business or subject matter relevant to customer's mission required.

  • Top Secret security clearance, SCI eligible, FSP desired.

  • 8 or more years of Capture Management experience with proven capability to execute a capture strategy and win pursuits working with the customer's organization is desired.

  • Credibility with external constituents, specifically with this customer set; the candidate should have a developed network of relevant contacts in this customer set.

  • Deep and broad understanding of customer's operations, priorities, short/long term goals, strengths, and weaknesses typically derived from having worked within this customer's organization in a variety of roles and departments.

  • A broad-based understanding and knowledge of the business environment around the customer's operations support services, understanding of the business cycles of this capability set

  • Proven capability to act as a Capture Manager for various size pursuits ranging from $1M to $200M

  • Experienced with rapid IDIQ task order processes and responses to a defined timeline

  • Ability to work in a matrixed, fast-paced team environment

  • Demonstrate the ability to develop proposal objectives from vaguely defined requirements

  • Effective oral, written, and presentation communication skills coupled with the ability to establish and maintain productive customer and industry participant networks are essential

  • Efficient use of Microsoft (Word, PowerPoint, and Excel) is required

  • Experience supporting a diverse set of customers such as the Department of Defense (DoD), including intelligence programs customers

  • Experience working with a wide range of technical service offerings to include security, facility support, logistics, records management and support services is preferred

  • Experience using SalesForce, or a similar CRM system is preferred

  • Maintain a positive demeanor despite challenging situations

  • Excellent customer service, interpersonal, and communication skills

  • Abie to multi-task, organize, and prioritize multiple on-going projects

  • Be self-motivated and work independently

PAE is proud to be an Equal Opportunity Employer. Our hiring practices provide equal opportunity for employment without regard to race, religion, color, sex, gender, national origin, age, United States military veteran's status, ancestry, sexual orientation, marital status, family structure, medical condition including genetic characteristics or information, veteran status, or mental or physical disability so long as the essential functions of the job can be performed with or without reasonable accommodation, or any other protected category under federal, state, or local law.

EEO is the Law Poster

EEO is the Law Poster Supplement

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Sr Capture Manager Telecommute

Unitedhealth Group Inc.

Posted 2 months ago

VIEW JOBS 10/17/2020 12:00:00 AM 2021-01-15T00:00 The Capture Manager is responsible for planning and managing the capture of significant new sales opportunities, often using large and extended matrixed and cross-functional teams and resources. In performing this role, the individual must possess federal industry knowledge, marketing and sales capabilities, technical insight, proposal experience, program management skills, and leadership skills. The ideal candidate has prior experience managing $100M Federal Healthcare opportunities with a focus on CMS. Additionally, the candidate should have experience managing all aspects of capture in a federal sales life cycle environment, including lead and opportunity development, teaming strategies and negotiations, proposal planning, price to win assessment, and budget and operational management, and has a demonstrated record of success leading teams in capturing targeted federal health services programs. You'll enjoy the flexibility to telecommute* from anywhere within the U.S. as you take on some tough challenges. Primary Responsibilities: Overall responsibilities include driving all phases of an opportunity capture, including development of technical, operational, management, teaming, and cost/price solution approaches. Working with the senior sales executive, the Capture Manager develops an understanding of customer issues and challenges and develops potential solutions early in the sales lifecycle. The capture manager develops a capture plan that describes deliverables, schedule, and resource requirements. The capture manager works with leadership to identify the resources required to pursue the bid, establishes processes and plans necessary for pursuit, and manages their execution. This position involves considerable interaction with both internal and external resources, consultants, and subject experts. The ideal candidate: * Must have demonstrated ability as a capture manager leading large capture efforts from pursuit decision to award (>$100M) * Drives the opportunity from bid decision to contract award * Prepares and executes the capture plan * Leads, motivates, and energizes internal and external team members to produce a winning solution * Formulates, communicates, and implements an integrated capture strategy that provides a clear and defensible justification for award * Lead and facilitate the win strategy, including overall technical, management, past performance, staffing, and pricing as required * Lead and coordinate teaming activities and decisions * Lead and coordinate competitive assessments and Black Hats * Participate and lead color reviews as required * Ensures appropriate resources are assigned to address all contract requirements * Develops and presents capture management reports and briefings * Identifies capture team and assigns capture responsibilities * Works closely with functional departments (e.g., Proposal Development, Contracts, Pricing, Finance, HR, etc.) to assure an integrated approach * Delegates authority and responsibilities to ensure each project works toward the maximum potential * Ensures compliance with company policies and procedures and other practices set forth by upper management You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in. Required Qualifications: * Ability to Identify and assemble resources for customer analysis, competitive analysis, capture strategy development, solution development, and translation of strategy and solution into winning proposals * Deep understanding of pricing, baseline pricing strategies, and the evolution of pricing strategies into business strategies that are competitive and compelling for the customer * Detailed and intimate knowledge of the federal procurement process, acquisition methods and practices, and use of contract vehicles * Knowledge of and strong contacts within the systems integrator and professional services community to facilitate the development of strategic teaming relationships * Ability to enhance the capture process and proactively suggest improvements to increase win probability on company's Federal opportunities * Strong negotiating skills * Excellent verbal and personal presentation skills with the ability to persuasively present and represent company's business capabilities * Demonstrated ability to communicate and interact effectively with senior levels of internal and external organizations * If you need to enter a work site for any reason, you will be required to screen for symptoms using the ProtectWell mobile app, Interactive Voice Response (i.e., entering your symptoms via phone system) or a similar UnitedHealth Group-approved symptom screener. Employees must comply with any state and local masking orders. In addition, when in a UnitedHealth Group building, employees are expected to wear a mask in areas where physical distancing cannot be attained OptumCare is committed to creating an environment where physicians focus on what they do best: care for their patients. To do so, OptumCare provides administrative and business support services to both owned and affiliated medical practices which are part of OptumCare. Each medical practice part and their physician employees have complete authority with regards to all medical decision-making and patient care. OptumCare's support services do not interfere with or control the practice of medicine by the medical practices or any of their physicians. * All Telecommuters will be required to adhere to UnitedHealth Group's Telecommuter Policy Diversity creates a healthier atmosphere: OptumCare is an Equal Employment Opportunity/Affirmative Action employers and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law. OptumCare is a drug-free workplace. Candidates are required to pass a drug test before beginning employment. Job Keywords: Sr. Capture Manager Unitedhealth Group Inc. Falls Church VA

Capture Manager - Intelligence Community

PAE Government Services Inc