Senior Principal Capture Manager

L3

Harris is dedicated to recruiting and developing high-performing talent who are passionate about what they do. Our employees are unified in a shared dedication to our customers’ mission and quest for professional growth. L3

Harris provides an inclusive, engaging environment designed to empower employees and promote work-life success. Fundamental to our culture is an unwavering focus on values, dedication to our communities, and commitment to excellence in everything we do.

L3

Harris is the Trusted Disruptor in defense tech. With customers’ mission-critical needs always in mind, our employees deliver end-to-end technology solutions connecting the space, air, land, sea and cyber domains in the interest of national security.

This position will focus on new business opportunities to drive growth within the L3

Harris Space and Mission Systems (SMS) Segment. SMS is a leading provider of full mission solutions as a prime and subsystem integrator in the space, airborne and cyber domains. Businesses within SMS provide top-tier capabilities in the design, development, integration, production, and sustainment of major weapons systems for defense primes and national security, civil government, and international customers. The successful candidate will independently lead capture and proposal efforts in the pursuit, shaping, bidding, and winning of new business opportunities, adhering to the SMS Business Acquisition Process (BAP).

• Perform Capture Management activities leading new business pursuits; develop capture strategy and tactics, and produce capture products to improve competitive positioning
• Understand the respective customer marketplace, stakeholder customer organizations, and budgets to identify market drivers and trends that inform pursuit and presentation strategies
• Guide, mentor, and lead capture teams (comprised of Business Development, Program Management, Engineering, others) from Gate 1 through order booking
• Work effectively with senior Business Development and program leadership as well as program, technical, and cross-functional entities to form a winning capture strategy
• Cultivate team understanding of the customer’s mission, strategy, unmet needs, problems, hot buttons, most important requirements, biases, barriers, etc.
• Drive the collection and assessment of detailed competitive information from multiple sources, including Business Development, Engineering, Suppliers, Partners, Industry Peers, and others
• Prepare and oversee execution of detailed Pursuit Plan, Capture Plan, Proposal Plan, and schedule
• Analyze and decompose solicitation artifacts (RFI, RFP, RFQ, etc.) in conjunction with other customer requirements and communication; develop compliance matrices, outlines, templates, risk assessments, and response strategies
• Participate in, facilitate, or lead key capture and proposal events including strategy workshops, solution development, customer and competitor assessments, kickoffs, and color team reviews
• Develop clear and concise win themes and value propositions; lead efforts that ensure strategic messaging is utilized effectively with benefits and proof points that resonate with the customer
• Oversee/lead execution of key BAP artifacts (Gate Decks, leadership reviews, win strategy, customer assessment, competitor analysis, Price-to-Win, etc.)
• When needed, perform Proposal Management activities driving proposal planning and readiness, presentation strategy, proposal development and execution, and delivery of high-quality artifacts
• Leverage capture and proposal experience and tools to progressively improve L3
  
  Harris’ positioning
• Prepare and deliver pursuit status presentations to pursuit stakeholders and P&L leadership
• Support the fiscal management of capture budgets, including resource prioritization
• Demonstrate ability to influence the organization toward winning strategies, inspire trust, and establish credibility with team and leadership
• Demonstrate decisive leadership in driving capture and proposal strategy…