Capture Manager (Us-Nsg)

Oracle Annapolis Junction , MD 20701

Posted 4 months ago

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly desirable.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

NSG Capture Manager Job Description

The NSG capture manager is responsible for leading the analysis, design and implementation of opportunity specific capture plan(s). The capture manager develops the how and why an opportunity can be won including the overall strategy, sub strategies and tactics for technical, management, pricing and past performance. The capture manager will work closely with technical, business development, sales, architects, professional services stakeholders, and NSG leadership in strategy development. The capture manager will leverage and work with key partners (VARS and federal system integrators) to build relationships that maximize NSG win probability. The role requires a seasoned and effective manager and communicator with acumen in capture management in the IC. This position requires a person who can work collaboratively, as part of a team, is well organized, self-motivated and success driven. Requires drive, determination and willingness to succeed and is capable of leading the effort to achieve the company's business goals and capture efforts at a high level of output, quality and success.

RESPONSIBILITIES

This role will include, but will not be limited to the following:

  • Overall responsibility for winning assigned opportunities.

  • Sets and drives the overall Capture schedule.

  • Creates capture plans, bid strategies, coordinates with other partners and potential primes.

  • Manages NSG's response framework to all potential partners, VARS or federal system integrators.

  • Negotiates NDA, teaming agreements, relationships and roles.

  • Constitutes and assembles requisite capture resources (matrix environment).

  • Leads capture strategy reviews, participates in Technical, Management and Pricing reviews.

  • Ensures capture strategies are accurately translated into the proposal.

  • Helps create a pricing strategy and drives the pricing tactics with account leadership and deal management.

  • Helps develop an opportunity revenue profile, forecast, upside opportunity, get-well strategy (if required).

  • Works with delivery leadership to develop a transition plan from award to implementation.

  • Participates in the identification, qualification and prioritization of an opportunity pipeline.

WORK EXPERIENCE REQUIREMENTS

  • 10 years of business development leadership, capture management leadership, and/or technical sales experience within the IC Marketplace

  • In-depth working knowledge of industry leading Pursuit and Capture Development Lifecycle process such as Shipley, or similar processes

  • Demonstrated ability to build, develop and lead capture winning high-value opportunities

  • Knowledge of IC and DoD procurement environment and acquisition strategy related to the solutions, service and product marketplace

  • Knowledge of Enterprise Licensing Agreements and related business issues

  • Ability to travel to customer sites/conferences, (30%)

EDUCATION REQUIREMENTS

  • BA/BS (Systems Engineering, Computer Science or related technical curricula)
  • Specific Capture training such as Shipley Associates Business Development and Capture Planning for Strategic Wins

SKILL REQUIREMENTS

  • 10 years' experience in complex, solutions focused IT sales, engineering or capture experience in the IC market (Software company preferred)

  • 5 years' experience in a capture role (federal systems integrator or enterprise software company preferred)

  • Experience in bid gaming techniques, government evaluation processes and techniques;

  • Experience in proposal preparation and process, including discussions, oral presentations, and LTD and/or benchmarking;

  • Experience in prime/sub teaming, negotiations, and content management

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Capture Manager (Us-Nsg)

Oracle