捕获管理总监
Capture Management Director
关于Concept Plus
Concept Plus是一家总部位于弗吉尼亚州费尔法克斯的快速发展的咨询公司。我们是Oracle金牌合作伙伴，提供深厚的技术专长，结合商业洞察力和经验丰富的团队，专注于为客户提供技术解决方案。我们自豪地被评为“该地区25家最具影响力的Oracle解决方案提供商”之一！我们提供丰厚的福利，包括具有竞争力的薪酬、全面的健康保险、牙科和视力保险、带薪人寿保险、带薪休假、11天带薪节假日、奖金、学费报销、无限培训机会，以及在协作、灵活和创新的环境中工作的机会！如需了解有关我们充满活力的组织的更多信息，请访问我们的网站 www.conceptplus.com。
职位描述
我们正在寻找一位捕获管理总监，利用我们在关键和新兴客户中的存在和能力来获取新业务。这些高端能力包括数据分析、数字化转型、云计算和基础设施，以及Oracle解决方案。
这个机会独特。在Concept Plus，我们理解一位优秀领导者对业务的影响。我们正在寻找一位有潜力的领导者，希望在一个能够真正塑造业务并定义我们将为客户提供的下一代服务的角色中发展。
我们拥有强大的职业道德，注重解决方案和选项，而不是问题和挑战，并始终保持对客户和员工的专注。您必须具备出色的咨询技能、人际交往能力、沟通能力、分析能力、捕获能力和客户管理能力。您应该期待努力工作、富有创造力、每天学习，除了领导之外，还要卷起袖子完成工作，并对打造令人惊叹的事物感到兴奋。
您将直接向提案运营副总裁汇报，与该战略机会的利润和损失负责人合作，并加入一个才华横溢的高管团队，他们具有强烈的协作和创业精神。您将在高增长战略的制定和执行中发挥关键作用，并承担其他指派的任务。如果您已准备好迎接这一挑战，并符合以下要求，我们期待与您见面！
捕获经理在增长中起到倍增器的作用，带领团队从合格的机会到获得奖项。这个高度可见的职位将成为我们最高价值机会追求的核心。
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About Concept Plus
Concept Plus is a growing consulting firm headquartered in Fairfax, VA. We are an Oracle Gold Partner, offering deep technical expertise, combined with business insights and an experienced team focused on providing technical solutions for our clients. We are proud to have been recognized as one of the "25 Most Powerful Oracle Solution Providers" in the area! We offer great benefits including competitive pay, comprehensive health insurance, dental and vision insurance, paid life insurance, paid time off, 11 paid holidays, bonuses, tuition reimbursement, unlimited training, and the opportunity to work in a collaborative, flexible, innovative environment! For additional information about our dynamic organization, please visit our website. at www.conceptplus.com.
About the role
We are seeking a Capture Management Directortocapturenew business leveraging our presence and capabilities in key and emerging accounts. These high-end capabilities include data analytics, digital transformation, cloud and infrastructure, and Oracle Solutions.
This opportunity is unique. At Concept Plus, we understand the impact a great leader can have on our business. We are looking for an emerging leader who is seeking a role where they can truly shape a business and define the next generation of services we will deliver to our customers.
We possess a strong work ethic, focus on solutions and options instead of problems and challenges and maintain a relentless focus on our customers and our people. You must possess exceptional consulting skills, people skills, communication skills, analytical skills,captureskills, and account management skills. You should expect to work hard, be creative, learn every day in addition to leading, roll your sleeves up to get the job done, and be excited by the idea of building something amazing.
You will work directly for Vice President of Proposal Operations, collaborate with the P&L leader for that strategic opportunity, and join a talented executive team that has a strong collaborative and entrepreneurial spirit. You will play a critical role in the development and execution of a high growth strategy and other duties as assigned. If you are ready for this challenge and meet the requirements below, we are excited to meet you!
The Capture Directorserves as a force multiplier for growth, leading teams from qualified opportunity through award. This highly visible role will be at the center of the pursuit of our highest value opportunities, working closely with the CGO and Business Unit leadership, Business Development, Proposal Management, Pricing, Contracts and other functions.
The Capture Management Directorwill primarily focus on opportunities that we have identified as “Strategic”. These are considered our most important opportunities and require dedicatedcapturediscipline as a result.
What you'll do
The Capture Management Directorwill serve as a key member of our BD leadership team and will have a significant role in growing CP’s overall business while developing deep client relationships, collaborating with high performing engagement teams, developing new service offerings, mentoring staff, and delivering superior client service. Thecaptureleader will focus primarily oncapturemanagement for strategic opportunities across all sectors.
Responsibilities
- Supportcaptureof new and organic opportunities identified as Strategic by the Executive Team for Concept Plus.
- Mentor others oncapturemanagement. Concept plus follows the Shipley method forCaptureManagement.
- Develop a proficient understanding of CP’s service offerings.
- Contribute to the growth of the company throughcaptureand proposal writing.
- Strong problem-solving acumen
- Resilient and resourceful: distinctive ability to find ways around, over or through potential barriers
- Ability to work seamlessly with Business Development and Proposal Management
- Assist in developing and implementing comprehensive growth plans.
- Excellent organization and communication (e.g., executive-level presentation) skills, whether in virtual or in-person environments)
- Ability to build trusted relationships externally (e.g,. customer, teaming partners) and internally
- Must be able to lead and control meetings and bring groups of diverse personalities to consensus.
- Demonstrated ability to work within sales cycles and generate business opportunities. Manage the opportunity lifecycle from end to end.
- Work collaboratively with other functional areas such as recruiting and contracts to completecapturetasks.
CaptureExpectations:
- Priority 1 -CaptureStrategic opportunities.
- Strong problem-solving acumen
- Resilient and resourceful: distinctive ability to find ways around, over or through potential barriers
- Capturetasks include but are not limited to:
o Shape the Procurement
o Extend Customer Relationships
o Gather Program Intelligence
o Confirm win themes, teaming approach and technical approach
o White Paper Development
o Documented pricing strategy based on customer intimacy and competitor analysis
Qualifications
- 10+ years of professional work experience including 8+ years ofcaptureexperience in a Federal system integrator and/or professional services firm environment.
- Demonstrate a successful history of winning new work includingcapturinglarge, complex, multi-million-dollar projects.
- Must have a successful track record winning Federal opportunities at the $50M-100M+ TCV (Total Contract Value) level.
- Experience withcaptureand leading a proposal response.
- Proficiency with proposal writing.
- Proven analytical abilities; ability to draw insight from findings and understand customer’s business issues.
- Proven written and verbal communication skills.
- Comfort working in a fast-paced, deadline driven environment across multiple business units.
- Willingness to travel up to 20%.
- Leadership and management abilities to oversee and ensure CP processes are followed; passion to help drive success of team members and clients; able to see the big picture and plan details for long-term success.
- Must be reliable, detail-oriented and able to follow through on commitments. Strong process and planning skills, goal-oriented, task driven, and enjoys being part of high performing team.
- Experience presenting results of work efforts to client or company management strongly preferred.
- Demonstrated track record of growing existing accounts and penetrating new accounts.
- US Citizen with ability to obtain/maintain a government clearance.
Concept Plus is an Affirmative Action/Equal Opportunity Employer. As such, we will give your application full consideration without regard to your race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation, gender identity, or any other classification protected by federal, state, or local law.
Originally posted on Himalayas