Triumph Enterprises--Corporate Headquarters

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Capture Manager

Capture Manager

Job ID 
2017-2052
Location 
US-VA-McLean
Posted Date 
9/26/2017
Category 
Government/Defense

More information about this job

Job Description

CAPTURE MANAGER

 

Company Description:  Triumph was founded in 2005 as a Service-Disabled Veteran-Owned Business and headquartered in McLean, Virginia.

 

Vision

Triumph was founded on the belief that we could build a great company if we focused on three key principles: 1) change our industry by challenging the status quo, 2) build a company of top performers who are driven to make a difference, and 3) set high standards and hold our colleagues — and ourselves — accountable for meeting them. 

 

Mission

To deliver exceptional services, solutions, quality, and value to our federal clients.

 

What We Do
At Triumph, we are committed to delivering on our promises. For more than a decade, Triumph has provided civilian and defense agencies with professional services to support their mission-critical needs in:

  • Business Intelligence, Analytics, and Data visualization
  • Cybersecurity
  • Program Management

 

Responsibilities

As the Capture Manager, you will report directly to the Vice President of Business Development. As a Capture Manager for Triumph focusing on the U.S. Federal market segment, you will have the opportunity to help shape and deliver on a strategy to build awareness and broad use of Triumph’s services. Your responsibilities as an individual contributor will include working with the business development and operations teams to develop and maintain a multi-year pipeline of opportunities across the Federal market.

 

You will identify the resources needed to pursue a business opportunity; oversee bid strategies, technical solutions, pricing, teaming, proposal approaches; help with written proposals for clients and partners and manages the transition from business opportunity to proposal development to award. You will engage directly with clients, operations teams, and partners to shape opportunities.

 

You will operate in both strategic and tactical capacities and follow Triumph’s business development practices. You will close business at a rapid rate and scale the capture acumen within the sales culture to include improved responses, client awareness and shaping, and even unsolicited proposal initiatives.

 

The ideal candidate will possess a uniquely broad variety of skills, across the Federal market segment in addition to deep technical expertise and strong managerial and communication acumen. The candidate will have deep industry background that enables them to engage and communicate effectively in a wide range of technical and business discussions with internal colleagues, partners, and government clients. They will have demonstrable technical depth and the expertise in development of technical solutions, proposal win themes, and technical differentiators.

 

They also will have hands-on experience in the full life cycle of capture management resulting in capture of individual contracts valued from $5M to $100M. Candidates will be required as part of the interview process to demonstrate their ability to think strategically about the mission, relevant services, and technical challenges and opportunities related to analytics, cybersecurity, and program management.

 

Successful candidates will identify bid opportunities through direct interactions with existing and prospective U.S. Federal civilian and defense agencies, as well as through a wide range of industry forums and procurement resources.

 

They must know the government acquisition process and guidelines. Our Capture Manager often develops, manages and executes the proposal response plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, contracts, and proposal support) to understand and navigate government procurement processes and procedures. They will be a thought leader with respect to program pursuit, proposal responses, win themes, ROI analyses, technical discriminators, innovative business solutions and strategies, and pricing.

Qualifications / Requirements

TASK 1

 

  • Develop an Opportunity Profile that will be refined and updated over the life of the opportunity. The document will be used to evaluate and describe the opportunity in terms of what it means to the client, what it means to Triumph, and what will be required to succeed. It will serve as the basis for decisions in Triumph about prioritization and allocation of resources.
  • Enter opportunity data in Triumph’s pipeline
  • Qualify the opportunity and risks
  • Gather competitive intelligence
  • Develop win strategy
  • Outline the opportunity

 

  • Obtain Stakeholder Buy-in throughout the life-cycle by reviewing the information gathered in the Opportunity Profile with key stakeholders to make a bid/no bid decision and get support to move forward. 
  • Conduct bid/no bid reviews
  • Obtain strategy alignment
  • Get resource commitment
  • Ensure escalation support
  • Develop a Capture Plan to document the plan including the deliverables, work tasks, timeline and resources required to pursue and win the opportunity. The plan highlights resource gaps and required dates for resolution. The plan identifies a small core team of individuals who represent the key groups within Triumph that provide technical, delivery, financial, and contractual support. 
  • Identify deliverables
  • Identify work tasks
  • Identify timeline
  • Identify resources
  • Develop communication plans

 

All actions must be completed before the release of a solicitation from the client. At the completion of this phase, the capture manager will have:

  • All activities entered into the CRM on a daily basis
  • Four Full and Open opportunities are qualified annually
  • Competitor profile
  • Win strategy
  • Outline of offer for stakeholder review briefing
  • The facts are presented to stakeholders, so they understand the opportunity, the risks and decide to pursue the opportunity or not
  • All stakeholders are in alignment with the solution proposed and the winning strategy
  • All stakeholders agree to provide the people and nonpersonnel resources needed to pursue the opportunity
  • All stakeholders will agree to actively help resolve roadblocks
  • The Capture Plan is updated continuously
  1. Research and analyze the elements of opportunity and risk to understand if it is worthwhile
  2. Utilize the Opportunity Assessment Tool to assess risk, improve probability of win
  3. Research and analyze each competitor or competitive team to identify what they plan to offer and how they and their solutions are viewed by the client
  4. Maintain the competitor wiki
  5. Utilize knowledge of Triumph to write a winning strategy guiding the client’s perception of Triumph, our solution, and our competitors
  6. Develop material to review with numerous individuals in the client organization
  7. Proactively communicate win strategy to numerous individuals in the client organization
  8. Utilize the Capture Plan template to document the plan.
  9. Build trusted relationships with numerous individuals in the client organization
  10. Five+ years of experience in Federal Government
  11. Knowledge of civilian (DHS, CBP, TSA, DOT, FAA, HHS, NIH) and defense (Navy, DISA) agencies
  12. Strong organizational and planning skills
  13. Strong written, presentation, and verbal communications at the executive level
  14. Strong listening skills
  15. Ability to work effectively under pressure, with multiple deliverables, in short time constraints
  16. Demonstrated competency in the areas of cross-team collaboration, organizational ability, analytical thinking, and communication skills
  17. Track record of success and stability within prior employers (2-5 year tenures)
  18. Bachelor's degree in Business, Marketing, MBA preferred

 

 

 

TASK TWO

 

All actions must be completed in the sequence with each stage building upon the preceding stage. At the completion of this phase, the capture manager will have:

  • A fully engaged capture team actively working to complete tasks specified in the capture plan
  • Regular status meetings are held with capture team, action item register maintained, and opportunity status reported on a weekly basis
  • Technical, delivery, pricing and contractual aspects of the solution are validated by the client
  • Risk mitigation plans
  • A well-written solution and compliant response to an RFP/RFQ/SOO
  • Work with the proposal manager to conduct color reviews
  • Pink Team Reviews are conducted to ensure proposal is compliant, complete and accurate
  • Red Team Reviews are conducted to ensure the proposal makes sense and solves the client’s business problem
  • Green Team Reviews are conducted to assess the proposed price information and data created for the proposal and comparing to the established Price-to-Win (PTW). Pricing strategies resulting from the PTW activities should be reflected in the final overall price.
  • Gold Team Reviews are conducted to solicit approval to submit the bid to the client
  • White Team Reviews are conducted to compile lessons learned to improve future competitiveness

  

  1. Understands and follows Triumph’s business development, capture management, and proposal management process to obtain desirable results
  2. Gain an understanding of the client organization to be conversant in their terminology, policies, organizational structure, etc.
  3. Use Triumph’s tools and templates to execute activities
  4. Listen and simplify details depending on target audience, strong interpersonal skills and a comfort interfacing with executives, employees, and clients
  5. Leverage your knowledge of Triumph, our reputation, past performance and current services to differentiate Triumph from our competitors in the eyes and mind of our clients
  6. Ability to sift through data and come to answers/recommendations
  7. Develop data analytics, cybersecurity, and program management solutions with the technical team and link to compliance matrix
  8. Establish key relationships and trust within the business and with existing and potential clients

 

 

 

TASK THREE

 

  • Negotiate with a client for days, months, years to reach an agreement to buy Triumph’s services documenting the essential elements of the agreement.
  • Conduct oral presentations, if required
  • Plan negotiations
  • Conduct negotiations
  • Provide input into the development of the contract

 

  • Complete a smooth transition to Operations and individuals within Triumph who are accountable for delivering on our promises.
  • Participate in the transition-in activities

 

  • Opportunity Growth identifies how to be more effective.
  • Conduct bid win/loss review
  • Gather client feedback
  • Build trust

 

All actions must be completed in the sequence with each stage building upon the preceding stage. At the completion of this phase, the capture manager will have:

  • Joint problem solving, negotiation strategy and tactics
  • A contract which is both a document and a business relationship with a client
  • Upon contract award, transition the contract from the incumbent to the Triumph delivery team
  • Obtain client feedback on why Triumph won or lost the opportunity
  • Visit the client to ensure we deliver on our promises, identify future opportunities, and maintain a relationship
  1. Knowledge of US Government federal acquisition process, contracting, contract types, procurement processes, capture management and proposal development
  2. Use a variety of styles to persuade or negotiate appropriately
  3. A record of success in proposal wins from $5M to 100M
  4. Meet with existing and potential customers to build and sustain relationships

 

 

Company Overview

Founded in 2005, Triumph Enterprises, Inc. (Triumph) is a Service-Disabled Veteran-Owned Business. We are headquartered in McLean, Virginia. Triumph offers the federal Civilian and Defense markets personalized knowledge-based professional services.  Our company provides world-class solutions leveraging the following core disciplines:

  • Program Management Support
  • Engineering Support Services
  • Training and Exercise Support Services
  • IT Security (Cyber Operations and Risk Management Services)
  • Sustainment and Life Cycle Logistics Services
  • Data Management and Analytical Services

Our pursuit of excellence is driven by an emphasis on Client Focus, Integrity, Imagination, and Employee Engagement – the Core Values that motivate and inspire our leadership, business practices, and company culture.

 

Triumph participates in e-Verify. We provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee’s I-9 Form to confirm work authorization. Triumph is an equal opportunity employer and gives consideration for employment to qualified applicants without regard to race, color, religion, sex, national origin, disability, protected veteran status or any other status defined by law. Go to www.triumph-enterprises.com to learn more about Triumph.