捕获经理
Capture Manager
职位概述
加入一个推动Odyssey使命前进的高影响力团队。作为捕获经理，你将在制定和执行我们的增长战略中发挥关键作用——识别和评估新的商业机会，建立强大的销售管道，并从最初的线索到提案提交全程主导捕获工作。这是一个充满活力、节奏快速的职位，需要充沛的精力、主动性以及对国防部（DoD）环境的深入了解。你将与Odyssey领导层紧密合作，并直接向我们的业务发展与捕获执行总监汇报，从而直接影响我们的战略方向和营收目标。
职责
职责包括但不限于：
- 对所有分配的捕获工作成功负责并进行执行。
- 识别并评估适合公司销售漏斗和销售管道的有利机会。
- 收集、评估并验证客户要求。
- 识别影响获胜解决方案的客户需求、顾虑和限制。
- 将需求转化为获胜策略，通过强有力的价值主张和基于引人注目的功能和优势的差异化投标要素推进策略。
- 通过向提案团队提供必要的捕获资料来支持提案开发过程，并参与启动会议和颜色评审团队的审查。
- 制定或监督每个机会的初步解决方案和策略，包括初始主题/故事板工作，并将捕获资料转交给指定的提案团队。
- 制定、记录并执行每个捕获项目的捕获管理计划及相关策略，包括但不限于：开展需求分析、竞争分析、能力评估和差距分析，主承包商与分包商分析、赢标价格分析、结盟计划、电话计划以及其他成功捕获项目的重要组成部分。
- 在捕获生命周期内及时审查各个项目，包括向执行领导团队和职能经理进行阶段评审。
- 分析中标后的反馈并建议改进捕获流程。
- 制定并记录客户、合作伙伴和竞争对手的档案。
- 显著贡献于实现或超越公司每年设定的年度销售和盈利目标。
- 与执行总监合作，制定短期、中期和长期目标的策略，并在非现场会议上向执行领导团队进行简报。
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Position Summary
Join a high-impact team driving Odyssey’s mission forward. As a Capture Manager, you’ll play a key role in shaping and executing our growth strategy—identifying and qualifying new business opportunities, building a robust pipeline, and leading captures from initial lead to proposal submission. This is a dynamic, fast-paced role that requires energy, initiative, and a deep understanding of the DoD landscape. You'll partner closely with Odyssey leadership and report directly to our Executive Director of Business Development and Capture, making a direct impact on our strategic direction and revenue goals.
Responsibilities
Duties include, but not limited to:
- Leadership and execution for the success of all assigned capture efforts.
- Identify and evaluate desirable opportunities for the corporate funnel and pipeline.
- Gather, assess, and validate customer requirements.
- Identify customer needs, concerns, and constraints that impact winning solution.
- Translate requirements into a win strategy, advance strategy with a strong value proposition and differentiate bid elements based on compelling features and benefits.
- Support the proposal development process by providing necessary capture artifacts to the proposal team and participate in the Kickoff and color team reviews.
- Define or oversee conceptual solution and strategies for winning each opportunity including the initial theming/storyboarding efforts and transition the capture artifacts to the assigned proposal team.
- Develop, document and execute the capture management plan and associated strategies for each capture program including but not limited to: conducting requirement analysis, competitive analysis, capability assessments and gap analyses for capture programs, prime vs sub analysis, price to win analysis, teaming plan, call plan, and other components of a successful capture program.
- Conduct timely reviews of programs throughout the capture lifecycle, including stage reviews to the Executive Leadership team and functional managers.
- Analyze post award feedback and recommend improvements to the capture process.
- Develop and document customer, partner, and competitor profiles.
- Significantly contribute to meeting or exceeding the annual sales and profitability goals as established by the company each year.
- Work with the Executive Director, on strategies for short-, mid- and long-term goals and brief the Executive Leadership team at offsite meetings.
- Contribute to expanding Odyssey’s reputation and industry engagement.
Qualifications
Citizenship: Must be a US citizen
Minimum Required Qualifications
Clearance: Ability to obtain Secret
Education: Bachelor’s Degree in a Business or Technical Discipline, Master's degree is preferred
Years of Experience: 3-5 years of comparable experience
Technical Skills
- Previous business development/capture experience in DoD markets
- Previous management experience in the delivery of technical and management services
- Familiarity with DoD / Acquisition Process
- Understanding of key DoD markets (Dayton, Niceville, Colorado Springs, El Segundo, Los Angeles, Huntsville, Washington, D.C.)
- Experience with various proposal types (HTRO, technical narratives, oral presentations)
- Ability to negotiate NDAs and Teaming Agreements
- Proven use of capture tools and processes (capture/customer relationship tools, stage/gate reviews, solution sessions, Black Hat reviews, PTW analysis)
- Strong comprehension of technical RFIs and RFPs
- Business development and proposal writing experience in technical domains
- Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint)
- Experience managing the delivery of technical and management services
- Proficient in managing opportunity funnels and pipeline
Interpersonal Skills
- Ability to develop and maintain strong customer relationships
- Strong leadership and team management abilities
- Entrepreneurial mindset with initiative and drive
- Strategic thinking and ability to energize and align teams around goals
- Adaptability in fast-paced, rapidly changing environments
- Effective collaboration with diverse, cross-functional teams
- Excellent communication skills (written, verbal, and interpersonal)
- Planning, organizing, and directing skills with a results-oriented approach
- High level of professionalism, accountability, and compliance with internal and external regulations
- Commitment to meeting or exceeding strategic and personal performance goals
Additional Information
Location: Remote
Travel: 25%
Remote, Onsite, or Hybrid: Remote or Hybrid if close to an Odyssey office
Company Overview
Odyssey is a world-class technical, engineering, and integration company serving the warfighting ecosystem with airborne integration, ISR, C2, and warfighter readiness capabilities. Odyssey meets the military’s operational needs by integrating layered defense systems from equipment, technology, and services to data, information, and business operations. We streamline defense acquisition and sustainment, engineering the technical battlefield with domain-specific proficiency to ensure lethality. Odyssey is dedicated to excellent contract execution, peak organizational performance, and fostering a workplace built on employee care.
Odyssey is proud to live out our core values of commitment, ambition, and respect in our work and communities through OdysseyCares, a philanthropic group focused on giving back through direct donations, an employer match program, and volunteering events.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
Please Note:
Final compensation for this position will be determined by various factors such as the Federal Government contract labor categories and contract wage rates, relevant work experience, specific skills and competencies, geographic location, education, and certifications.
This position is filled through continuous recruitment and will remain open until a sufficient pool of applications has been received.Hired applicants may be eligible for benefits, including but not limited to, medical, dental, vision, life insurance, Tricare supplement, short-term disability, long-term disability, 401(k) match, flexible spending accounts, health savings accounts, employee assistance program, learning and development benefit, paid time off, and holidays.Odyssey Benefits
Originally posted on Himalayas