Senior Capture Manager

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Lead important capture opportunities that are designed to deliver new business in the short to medium-term (up to three years). Ensure QinetiQ engage effectively with our customers develop our understanding of their needs and that they recognise the value of our offer and differentiation. Develop competitive strategies to position QinetiQ for success within qualified opportunities. Lead opportunities from early shaping through to deal closure by orchestrating a multi-functional team of specialists,

• Strategy:
  Develop the capture win strategy and achieve approval from the Sector and/or Growth Leadership Team, including associated Business Development investments.
• Customer relationships:
  Build and maintain relationships at senior management level, and provide support and insight to the Capture Team to drive the long term outcome and pWin.
• Leadership:
  Demonstrate timely and successful delivery through strong leadership of a team that spans many areas of Qineti
  
  Q.
• In Year Accountabilities:
  Ensure that the customer’s confidence is building with QinetiQ and our ability to deliver what they desire. Deliver an ever-improving pWin and a clear win strategy that is understood by the Capture Team and key stakeholders.

• Broad Thinking
  - Thinks broadly and creatively about the industry and customer landscape. Develop offers from our core capabilities and ensure that opportunities fit with QinetiQ’s strategy and deliver profitable growth. Maintain a clear strategic perspective while driving the team to engage early and focus on the key detail to improve our potential of winning.
• Demonstrates awareness of customer, market and competitor knowledge to shape solutions
• Effectively works through complexities and filters stakeholder feedback to maintain a single focus on how we will win.
• Successfully facilitates focus on the customer’s needs to develop key win themes and ensure they are shared/tested with the customer
• Thinks in terms of value offered (like positioning and brand) rather than just features and price; encouraging the team similarly.
• Challenge the status quo and organisation limitations appropriately.
• Relationship Building
  - Actively seeks to build and maintains trusting relationships with a wide network of relevant people in the industry, customer and QinetiQ, leveraging these relationships appropriately
• Takes active steps towards building and maintaining key relationships, keeping them current
• Has the network to bring together a team quickly and get the best people from across the business to work on an opportunity
• Reads team dynamics and adapts approach accordingly
• Leverages different contacts and relationships to connect key people
• Sets a focus on ensuring relationships are built on trust and transparency
• Customer Focus
  - Ensures they understand the customer’s perspective and needs - both professionally and personally - focusing on what will deliver value to them. Effectively and rapidly builds rapport and engagement of key individuals; develops and leverages a broad network across industry and Qineti
  
  Q.
• Ensure that the solution is being aligned to the customer’s needs rather than QinetiQ’s capability Translates customer needs into bespoke solution offerings aligned to capabilities
• Understands the value of a differentiated Value Propositions and Win Themes and how/when to use them
• Ensure that the engagement plan is actioned, that supporting activities are clearly delegated and that where relationships need to be strengthened the activity is prioritised early
• Test the potential solution with the customer early and ofteno Asks the difficult questions challenging the customer’s thinking whilst maintaining a tactful approach
• Commerciality
  - Develops solutions and bids that raise QinetiQ's P-Win. Helps shape the deal and identify the best option of either direct award or to shape customer requirements to a ITTs/ITNs.
• Advises on commercial decisions, evaluating pros and…