Senior Staff Capture Manager

We are looking to add a Senior Capture Manager to join our team. Reporting to the Director of Business Capture, you will be responsible for leading Cesium’s capture and proposal efforts for government and commercial opportunities.

This position will manage all proposal efforts including ROMs, NTEs and firm proposals. The Senior Capture Manager will need to effectively partner with all proposal team members (e.g. Contracts, Program Management, Engineering, Supply Chain, Finance, Manufacturing Operations, etc.).

The position will be the internal/external point of contact for proposal operations decisions, schedule requirements and contract clarifications. This role will require an individual to build and maintain relationships with our customers and strengthen those relationships to drive proposal completion.

JOB DUTIES AND RESPONSIBILITIES

• Manage and execute comprehensive business capture strategy to identify, pursue, and win new business in the area of satellite communications with both commercial and Government opportunities.
• Foster and maintain strong relationships with Government Agencies, industry partners, and potential customers to understand current needs and timelines to position the organization as a preferred provider for communication payloads.
• Conduct market research and competitive analysis to identify trends, customer needs, and areas for business expansion.
• Organizes and leads proposal teams to produce on-time, complete and compliant proposals that support efficient negotiations with the customer.
• Ensure win strategy, technical solution, win themes, discriminators, compliance, and clear understanding of the requirements are well-articulated and consistent throughout final proposal documents.
• Works closely with leadership to identify how each proposal activity supports and or augments our overall strategy.
• Support development of standard pricing and estimating tools to support program pursuits and bid decisions.
• Reviews pricing for accuracy and reasonableness, consistency and compliance of BOE’s, and that the cost volume is responsive to each RFP’s requirements.
• Manage preparation of required sign off packages and support of fact-finding, negotiation and post-award audit activities.
• Uses effective communication and leadership to ensure the team understands the return on investment, how their decisions affect the business opportunity.
• Works closely with the program managers during negotiations to provide justification for BOEs and construct counter offers.
• Creates and executes plans with ability to manage those initiatives throughout the full execution, including wide ranging, and in-depth experiences and agilities in large scale transition to production.
• Leads teams supporting proposal capture to program execution hand-offs; ensuring successful program start up with baselined technical requirements/performance, scope, deliverables, cost, and schedule.

JOB REQUIREMENTS AND MINIMUM QUALIFICATIONS

• Bachelor’s degree in Electrical or Aerospace Engineering from an accredited university and minimum 12 years prior relevant experience. Advanced degree desired (MBA, MS).
• Proven track record of managing new business opportunities in the areas of airborne and space-based communication systems.
• In-depth knowledge of space-based communication systems including phased array antennas and processing electronics solutions.
• Strategic thinking and analytical skills to identify and pursue business opportunities that align with company core business areas and company goals.
• Strong business acumen to manage and execute effective business capture strategies to drive revenue growth.
• Experienced in proposal pricing methodologies/tools and creating Basis of Estimating (BOE) to support labor and material bids.
• Understanding of proposal and gate review processes.
• Demonstrated experience in proposal development with multiple stakeholders and ensuring compliance against proposal evaluation criteria and requirements.
• Working knowledge of CAS, FAR and other Government Procurement regulations as they pertain to each proposal.
• Excellent communications and interpersonal skills with the ability to work across business areas, manage diverse tasks, requirements and commitments and interface successfully with numerous disciplines.
• Demonstrated complex problem resolution by leading a diverse team of engineers, technical writers, and graphic artists to achieve proposal capture success.
• Expert knowledge of competitive landscape with the ability to identify best practices and how to best utilize within the company.
• Program Management, EVMS or equivalent certification.
• Ability to obtain U.S. government issued security clearance. U.S. citizenship is required, as only U.S. citizens are eligible for a security clearance.