Job Title: Principal, Capture Manager
Job Code: 18188
Job Location: Palm Bay, FL
Job Description:
This position will lead (capture) major new business pursuits, campaigns, and proposals to drive growth in the space and associated ground infrastructure businesses within the Space and Airborne Systems Segment. These businesses focus on serving primarily DoD and Intel (but include Commercial and international) space-related systems, including smallsat systems, exquisite space systems, space superiority systems, communication systems, satellite ground systems, command and control systems, and other such space-related offerings. Reporting to the Director of Campaign and Capture Management, the successful candidate will independently lead capture teams in the pursuit, shaping, bidding, and winning of new business opportunities.
Essential Functions:
- Must work effectively with senior business development and program (P&L) leadership as well as program, technical, and other functional entities
- Create and implement/oversee execution of Capture Plans for specific opportunities
- Cultivate team understanding of the customer’s mission, strategy, unmet needs, problems, hot buttons, most important requirements, biases, barriers, etc.
- Recommend win strategies and approaches for differentiation based on demonstrated ability in market & competitive assessment, mission understanding, business deal, potential teaming, price to win analysis, etc.
- Demonstrate decisive leadership in driving win strategy action plan to closure
- Excel at translation of detailed information into creation and delivery of executive level briefings
- Demonstrate ability to influence the organization toward winning strategies, inspiring trust and establishing credibility, both with team and leadership
- Use confident and assertive communication style, open and transparent
- Provide positive, yet realistic outlook
- Be a tenacious and persistent problem solver
- 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
- Accountable to ensure production and timely submittal of a compliant, compelling, and competitive proposal
- Adhere to the Harris Business Acquisition Process and associated tools and methods
Qualifications:
- Breadth of experience in engineering, program management, business development, and/or capture management.
- Specific experiences and successes in large capture management initiatives.
- Technical Acumen
- Demonstrate ability to lead teams through cost and technical trades to arrive at target solution aligned with win strategy
- Comprehend the customer value delivered by sector technologies, including satellites, sensors, payloads, ground, operations, and processing
- Understand customer instructions, evaluation criteria, competitive landscape, L3Harris technology discriminators
- Translate technical understanding of products and technology for purposes of customer communication and engagement
- Understand DoD and Intelligence Community missions from sensor to warfighter
- Business Acumen
- Assess and develop business deals that are competitively advantaged and contribute to win strategy
- Ensure proposal business deals and pricing are presented to leadership in detail, framed for executive level decision making
- Understand and be able to discuss with leadership financial drivers and sensitivities of the proposed price
- Understand unique contract terms and their impact on risk and pricing
- Understand various contract types and fee structures and ability to work with Finance and Contracts to shape these if given opportunity
- Understand CAS 410 and similar accounting structures for Government proposals
- Ability to structure partnerships, teaming agreements, and subcontracts as part of winning proposals
- Estimate and manage pursuit and bid budgets effectively
- Support participation in forums/conferences to further position Harris as a thought leader for Space Systems
- General Qualifications
- Bachelor's degree 12 years of related experience in DoD or defense or intelligence or government or Graduate Degree with a minimum of 10 years of experience
- 6 years' experience leading successful capture and proposal efforts within DoD and/or Intelligence agencies and associated Prime contractors. Experience should include captures greater than $100M and formal capture management training/certifications, i.e., Shipley
- Business Development and Program Management experience is desirable
- Experience with space-based satellites and associated Ground Systems architectures to include EO, IR, SAR, and other RF solutions
- Experience working with Federal Acquisition Regulations (FAR) and other Transaction Authority (OTA) contracting
- Experience working with the US DoD and Intelligence Community
Preferred Additional Skills:
- TS/SCI Clearance highly desired
- Proficiency with Microsoft office tools and Proposal generation tools
- Engineering background within the space and end-to-end satellite systems a plus
- Ability to lead and develop relationships with geographically dispersed people
- Flexibility to travel
Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.
L3Harris Technologies is proud to be an Affirmative Action/Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.
In compliance with pay transparency requirements, the salary range for this role is $152,000 - $202,000. 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 health 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.
