At Northrop Grumman, our employees have incredible opportunities to work on revolutionary systems that impact people's lives around the world today, and for generations to come. Our pioneering and inventive spirit has enabled us to be at the forefront of many technological advancements in our nation's history - from the first flight across the Atlantic Ocean, to stealth bombers, to landing on the moon. We look for people who have bold new ideas, courage and a pioneering spirit to join forces to invent the future, and have fun along the way. Our culture thrives on intellectual curiosity, cognitive diversity and bringing your whole self to work — and we have an insatiable drive to do what others think is impossible. Our employees are not only part of history, they're making history.
Northrop Grumman Mission Systems (NGMS) is seeking a Capture Manager 3 to join the Network Solutions Business Unit (BU) team. The selected individual(s) will be responsible for supporting high growth areas within the BU. There are multiple openings focusing on the following technology development areas: gateways, multi-domain gateways, intelligent networking, edge node processing. Each area includes a portfolio of R&D and contract opportunities within a strategic development team. These businesses are based in San Diego, CA, and extensive interaction with teams in San Diego is expected, in addition to customer meetings and internal corporate collaboration and coordination. This position will allow for remote work.
As the Capture Manager, you will form and lead capture teams to address critical decisions in market segmentation, portfolio management, competitive positioning, offer development, customer demonstrations, compelling proposals, and profitable business deals. This role interacts with business development, strategy, technology working groups, business model innovation, operations, digital engineering, and competitive design functions.
The Capture Manager will be expected to:
- Drive the utilization of tools and resources to assist in validating assumptions and market discriminators that enhance the quality of the franchise capture win strategy.
- Develop capture strategies, customer value propositions, teaming agreements, and discriminating technical, management, and business offerings to maximize portfolio prospects.
- Integrate the capture team across functional boundaries serving as a facilitator, coach and trainer to critically assess products, capabilities, technology, and business models.
- Identify potential customers, synthesize competitive assessments, support make/buy and price-to-win decision cycles; and participate in bid and proposal team activities.
- Support and guide business unit teams in developing a pursuit strategy for opportunities.
- Lead the analysis of the competitive landscape, NGMS capabilities, and business constraints to determine, document, and communicate the best strategy, capture/win themes, and call plans.
- Collaborate with Business Unit leadership, Business Development, and technical teams throughout the capture process to qualify opportunities, develop a business case, and develop strategies to win.
- Develop and manage to a capture plan to include staffing and cost within an allocated budget.
- Conduct just-in-time training for capture and proposal teams, as required, for them to successfully navigate the capture and Business Acquisition Process (BAP).
- Coordinate and plan proposal needs with the Proposal Specialist.
- Work with the proposal team to develop annotated outlines for proposals to include the strategy, win themes and discriminators.
- Assist in the creation of a Draft Executive Summary and select proposal volumes.
- Work with Estimating and Pricing to strategize cost development and justification, including setting the Basis of Estimate (BOE) detail level.
- Advise senior management on the strategies, and their associated risks, that promote the highest probability of winning - Prepare, maintain, and coordinate with functional organizations/division capture teams to keep projects on schedule; identify risks/opportunities to mitigate project issues.
- Work across the organization to help prioritize opportunities, optimize investments, facilitate capture and campaign strategy sessions, and continuously assess and update the new business pipeline against the long-range strategic and annual operating plans.
Basic Qualifications:
- Bachelor’s degree in business, engineering, or similar field and a minimum of 10 years of related experience or 8 years with a Masters
- Previous experience in capture management
- Previous experience leading a team of 5 or more people
- Dynamic self-starter with exceptional interpersonal skills and executive presence
- Demonstrates excellent Network skills (both oral and written) – the ability to be persuasive, clear, and concise
- Thorough knowledge of the US Government’s acquisition process
- Must possess an active Secret Clearance (with the ability to obtain a Top Secret)
- Willingness to travel 25-50% of time
Preferred Qualifications:
- Master’s degree in Business Administration or other relevant graduate degree - Five plus (5+) years in Program Management, Engineering, and Business Development leadership roles - Knowledge of and experience in NGMS’ business areas, including business models, structure and programs
- Previous experience in capture management in US Department of Defense (DOD) acquisitions including one as a capture lead and 2 or more as capture support
- Experience with military Network/networking programs, agile systems development, and digital engineering
- Knowledge of major US DOD acquisition organizations, military Network customers, and/or planning/requirements organizations for military Network
- Knowledge of major US DOD acquisition organizations for networking systems [USAF, US Army, US Navy, etc.]
- Capture experience that spans DoD, Commercial, and International captures
- Active DOD Secret Clearance
- US DoD Top Secret clearance and SCI access
Employees may be eligible for a discretionary bonus in addition to base pay. Annual bonuses are designed to reward individual contributions as well as allow employees to share in company results. Employees in Vice President or Director positions may be eligible for Long Term Incentives. In addition, Northrop Grumman provides a variety of benefits including health insurance coverage, life and disability insurance, savings plan, Company paid holidays and paid time off (PTO) for vacation and/or personal business.
