Capture Manager, Govt. SaaS Acquisitions

7 days ago

GondrecourtleChâteau, Grand Est, United States Granicus Full time
Job Summary

We are seeking a seasoned Capture Manager to lead our Federal proposal acquisition and submission processes, and proposal solicitation, acquisition and submission, as well as sales and business development teams.

Key Responsibilities
  • Lead growth activities including opportunity qualification, capture management, proposal development and oversight of pipeline growth.
  • Foster growth through strategic positioning, customer relations and industry partnerships to develop insights on client requirements, acquisition strategy, acquisition timing and contract vehicle choices to improve win rates.
  • Perform market research to include customer preferences, competitive analysis, and incumbent strengths and weaknesses.
  • Advise on teaming arrangements to bring the best capabilities to any competition.
  • Develop relationships with sales staff, sales management and proposal development peers across the company to provide responses to RFIs, and persuasive proposals.
  • Identify opportunities that leverage company-wide capabilities and lead cross-divisional collaborative teams to pursue these opportunities.
  • Create and deliver executive presentations for gate/capture approvals.
  • Lead proposal development, to include past performance, management and technical volumes, basis of effort development, staffing plans, and price to win strategies.
  • Conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy and actions.
Requirements
  • Demonstrable experience winning large, revenue-bearing contracts in the State and Federal space.
  • Business: Maintain a thorough understanding of Granicus' go-to-market offerings and solutions, brand and network building, industry trends, and client buying patterns.
  • Partnership: Ability to develop and nurture Trusted Partner-level relationships with both clients and internal stakeholders via a strong Industry POV, value-driven conversations at executive and decision maker level.
  • Execution: Recognition as a do-er that can develop compelling solution concepts, perform hands-on tasks to execute capture strategies, and craft narratives/proposals.
  • Leadership: Leverage strong leadership capability to organize and motivate internal SME teams, drive change and inspire/develop others, and operate independently with a data-driven, savvy approach to include research, business intelligence, and strategy.
  • Self: Strong learning mindset and drive for continuous evolution and self-improvement, including exceptional communication and negotiation skills, personal adaptability, and high empathy and curiosity.
  • Expert-level: proposal writing and review skills.
Security Requirement

Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.

Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.

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