Principal Bid/Capture Management

Summary

Leads the bid submission process from initial contact through contract signing; places particular emphasis on establishing the trading terms and conditions.  Provides leadership and guidance to the bid team and manages bid/capture schedule and deliverable quality.  Assesses and addresses the effectiveness of the win strategy, ensuring ongoing focus on opportunity qualification and the development of a coherent proposition.  Leads market research, and integrates organizational goals and environmental factors to develop a business case for bid decisions for in-scope pursuits of moderate to high complexity.

Your role in our mission

• Understands and leads the opportunity through the Sales Framework, ensuring compliance with company processes and corporate policies.  Supports sales / coverage teams and solution leadership to define the strategy, win themes and value proposition. Plays the role of challenger to the bid/capture leadership team.
• Markets government agencies and/or commercial organizations regarding need for work in the design, installation, operation, or maintenance of software development or systems integration products.
• Leads pursuit efforts including strategy development, pursuit planning, presentations, concepts, visit reports, draft specifications, customer responses, internal coordination, and periodic reviews.  Establishes and achieves deal timelines, approvals, governance and cadence.
• Develops and evaluates a business case for moderate to complex executive management bid decisions. Develops solutions to meet customer needs while positioning company for future initiatives.
• Engages and develops trusted relationships with key clients (as appropriate) and company thought leaders to ensure deep understanding of the nature of the deal and the client requirements.  Acts as the primary conduit for the bid team.  Assesses and interprets client’s requirements and ensures the win strategy, win themes, basis for qualification and competitive analysis are appropriate for the type and size of opportunity.  Maintains strategic business relationships with key decision makers.
• May develop complex price models for assigned request for information (RFI) and request for proposal (RFP).
• Researches and makes presentations on new market areas. Analyzes the competitive environment and future trends and develops recommendations based on findings.
• Coordinates bid/capture team resources and interdependencies between multiple and multi-disciplinary teams to develop a high quality solution and proposal that meets client objectives and showcases company capabilities.
• Contributes to negotiations with the client and supports the process through to the signing of the contract.  Acts as facilitator of client-driven review activities, due diligence, negotiations and close out phases, including knowledge management and win / loss reviews. Provides assistance with and background information on the proposal to assist with closing the deal.
• Provides leadership and work guidance to less experienced personnel.  Works at the strategic level to maintain perspective across the entire bid/capture process to provide high level direction.  Brings people together and maintains team motivation through the demands of the bid/capture process.

What we're looking for

• Bachelor's degree or equivalent combination of education and experience
• Twelve or more years of bid/capture management or related experience
• Experience working with company products and services, delivery assurance, and industry standards on deliverables                
• Experience working with the technology industry

What you should expect in this role

• May require work outside of regular business hours
• Remote work environment but opportunities to travel through your work.