Senior Capture Manager

3 weeks ago

Chantilly, United States Arcfield Full time
Overview

Arcfield is a leading provider of full lifecycle, mission-focused systems engineering and integration capabilities to the U.S. government and its allies. The company has more than 60 years of proven experience providing advanced engineering and analysis, IT and C5ISR capabilities to support our nation’s most critical national security missions. Headquartered in Chantilly, VA and with 16 offices around the world, Arcfield employs approximately 1,200 engineers, analysts, IT specialists, and other professionals who put our customers’ missions first, helping them solve their most complex challenges through innovations in modeling, simulation and analysis, digital transformation and C5ISR. Visit arcfield.com for more details.


Responsibilities

Arcfield is seeking a senior capture management professional to focus on growth and capture initiatives within the Global Defense and Security Solutions (GDSS) sector. The position reports to the Vice President of Growth for the sector and is focused on growth in defense and select federal/ civilian markets.  This portfolio includes cyber security, cross-domain solutions for transfer, hypersonic missile test and evaluation, fleet ballistic missile programs, and work at the Naval and Air Force research labs. 

This position is envisioned to focus on the sector’s major strategic captures, with the successful candidate serving as “player coach” to a small cadre of operations and growth professionals for their key pursuits. 

Responsibilities will include ownership and development of capture tactics consistent with Shipley best capture practices, gap analyses and teaming recommendations, and price to win strategies to assure compelling proposals. Responsibilities include but are not limited to:

  • Developing and executing comprehensive capture plans following internal capture gate tools, and processes – with emphasis on win strategies, themes, value propositions, gap analyses, teaming recommendations, etc.
  • Serving as senior capture expert for the sector; able to formulate and codify capture best practices while also auditing capture plans developed by others
  • Effective teaching and mentoring of operations and growth professionals in the capture discipline
  • Developing estimates of resource needs and leveraging resources assigned
  • Collaborating effectively with internal teams and external partners to develop compelling offerings in response to customer requirements at competitive prices
  • Collaborating with subject & technical matter experts, functional leads, and Program Managers to elaborate customer requirements, needs, and wants
  • Gathering, assessing, and validating customer requirements
  • Developing assessments of the competitive field and evaluate their relative strengths and threats to Arcfield’s bid strategy; conduct Black-hats, PTWs, competitive scenarios, etc. to corroborate win strategies
  • Translating requirements into robust win strategy, carefully tested and validated, and advances strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits
  • Identifying gaps and developing strategies to overcome weaknesses and mitigate bid risks; develop discriminators and differentiators
  • Conducting and participating in gate, pricing, teaming, and capture reviews; lead and document lessons learned
  • Executing teaming strategies and negotiating teaming agreements and strategic alliances
  • Driving development and completion of critical bid artifacts required for proposal development; ensuring integrity of win strategy through supporting role in color reviews; support assigned Proposal Manager/Director by assisting the development of compliant and compelling bid artifacts
  • Managing to budget and schedules

Qualifications

  • BS 12-15, MS 10-13, PhD 8-10
  • Ten or more years of related business experience
  • Minimum of 8 years of capture management or related business experience in DoD and Fed/Civ markets
  • Extensive knowledge, experience, and success in capture processes required, including demonstrable understanding of contract types (i.e.: non-IDIQ, IDIQ - single or multiple award contracts; FFP, T&M, cost plus, etc.) is expected.
  • Ability to develop and execute a quick RFP triage process for Task Order RFPs, customer engagement, and Task Order proposal response
  • Ability to influence constructively and interact at the highest levels of the corporate structure is a prerequisite
  • Proficient and proven ability in capture management based on industry (i.e.: Shipley) best practices
  • Excellent interpersonal and problem-solving skills, and business acumen
  • Confidence and experience developing engagement summaries for senior executives; ability to work effectively in fast-paced, time sensitive, and multi-tasking environment
  • Ability to travel as necessary in support of the capture
  • Must possess and maintain a current Secret Clearance

EEO Statement

EEO

Arcfield proactively fulfills its role as an equal opportunity employer. We do not discriminate against any employee or applicant for employment because of race, color, sex, religion, age, sexual orientation, gender identity and expression, national origin, marital status, physical or mental disability, status as a Disabled Veteran, Recently Separated Veteran, Active-Duty Wartime or Campaign Badge Veteran, Armed Forces Services Medal, or any other characteristic protected by law.

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