The Senior Capture Manager is an experienced business development professional that brings together Iron Mountain’s diverse capabilities and subject matter expertise to drive pre-sale/pursuit activities for large-scale opportunities in the US Public Sector. The role identifies the internal and external resources to effectively pursue strategic opportunities, oversees the bid strategies, teaming agreements, pricing approvals and past performance. The Senior Capture Manager develops the how and why an opportunity can be won and maximizes the win probability through team leadership, strategic thinking, insightful action, and ultimate accountability.
The Capture Manager will work closely with public sector sales representatives, account management, channel managers, program managers, sales solution engineers, finance, operations, product SMEs, and Iron Mountain business leadership in strategy development. The position requires drive, determination and willingness to succeed and is capable of leading the effort and managing matrixed, cross-functional teams to achieve the company’s business goals. Public Sector is anticipated to achieve tremendous growth over the next 3 to 5 years, and requires a leader to work across service lines to ensure a continuous stream of new business for the company.
Position Highlights:
Competitive Salary(DOE) + Bonus Program
Comprehensive Benefits Package
Paid vacation, paid holidays, paid sick/personal time
Tuition Reimbursement
401K with company match
Employee Stock Purchase Program
EAP- Employee Assistance Program
Job Responsibilities
Lead critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.
Responsible for development and implementation of capture plans
Participate in the identification, qualification and prioritization of an opportunity pipeline with sales representatives and account management
Lead and integrate cross-functional team and direct team activities for the duration of the pursuit
Prepare and lead milestone/gate reviews, and other reviews as required
Establish schedules to accomplish required capture activities between reviews
Lead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitors
Work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission critical problems, and the opportunity
Work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal
Identify capital investment and operating expenses needed for opportunities: facilities, staffing, hardware, software, security, and infrastructure
Develop, coordinate and execute appropriate approvals with executives
Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing
Provide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence and market analysis
Conduct win/loss analysis including capture process improvements for opportunities
Essential Skills
Experience with pursuit and capture development lifecycle, Shipley or other capture methodologies; leading teams through complex captures with in-depth stakeholder reviews
Demonstrated skills in all areas of business development, including opportunity qualification, capture strategy, customer relationship development, team leadership, etc.
Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions
Experience in the development of competitive pricing strategies, price to win, and cost proposals
Experience translating capture strategies into proposal win themes during the proposal stage
Strong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise and professional manner
Experienced with a multitude of government contract types and pricing strategies: Firm Fixed Price (FFP), Performance based, Cost Plus (CP), and Time & Materials (T&M)
Ability to work collaboratively in a dynamic team environment while managing a diverse workload and tight timelines
Confidence and experience dealing with senior executives; ability to work efficiently in fast-paced, time-sensitive and often multi-tasking environment
Ability to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peers
Capable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levels
Decision Impact
Resolves problems of great complexity. Improves existing processes and systems using conceptualizing, reasoning, and interpretation skills. Solutions require thorough understanding of business strategies and issues. Defines broad based solutions that would require consideration of wider implications on organization results and resources.
Education/Experience Requirements
8 + years in delivering positive business outcomes in Government market segments (federal, state, local government and education sectors)
Strategic capture experience (deals over $25M), successfully leading the capture of systems, solutions and services
Experience in the information technology industry (cloud, SaaS, storage)
Ability to think critically, solve problems, and be a strong team player who fosters collaboration
Strong organizational skills and strong verbal and written skills
Proven track record of leading teams or large programs