Mgr Capture Management Resume Sample
Lila Pacocha
156 Justus Estates,
Boston,
MA
+1 (555) 386 6901
Work Experience
Senior Mgr Capture Management
02/2016
-
PRESENT
San Francisco, CA
- Lead/Support Raytheon’s business proposal activities
- Leadership experience as an international capture/BD Lead for pursuits with experience in successful business captures in the airborne ISR market
- Direct experience in successfully working with systems controlled under the ITAR and EAR
- Progressive experience working with international military customers
- Excellent interpersonal and communication skills – including the ability to present and articulate complex technical issues to senior internal and external customers
- Strategic thinking – experience conducting market assessments and assisting in the preparation of business plans, including planning for marketing proposals
- Team player who is eager to shape emerging requirements and identify new business opportunities
Mgr, Capture Management
06/2010
-
09/2015
Phoenix, AZ
- Knowledge of the regional processes for requirements development/approval, developing material solutions, budgeting and acquisition
- Proficiency with Microsoft Office programs (Word, Excel, Power Point, etc)
- Capitalize on competitive intelligence and market data and clearly understand competitors’ strengths and weaknesses
- Experience with OEM’s (Boeing, LM, L-3, etc.) US DoD and potentially FAA/NSA
- Excellent written and verbal communications skills – active listening, ability to articulate customer’s environment and needs to all management levels
- Related demonstrated track record leading large capture efforts with contract values in excess of $100M in the USAF
- Knowledge of the cyber services and solutions market as well as knowledge of the competitive landscape; focusing on Cyber Security, Software Development, O&M, Cloud, Software/System Development and Managed Services
- Marketing to develop solutions to customer problems
Senior Mgr Capture Management
11/2007
-
03/2010
Philadelphia, PA
- Developing technology requirements (IRAD/CRAD) to support new business capture
- Win/loss analysis and related process improvements
- Efficient management of new business investment (NBI) resources
- Related experience to include strategic planning and management experience
- Demonstrated capture management experience
- Capture execution: pricing and win strategies, preparation of initial gate reviews, capture process compliance and transition to capture execution team, defines teaming decisions
- Develop, identify and assess new business opportunities, and position new business resources to achieve growth objectives for Electronic Warfare Systems (EWS) for pursuits that individually range from $20M - $100M
Education
University of North Carolina at Asheville
2002 - 2006
Bachelor's Degree in Engineering
Professional Skills
- Experience with customer focused marketing and a proven track record of effectively using matrix organizations and sub-contractors to get results
- Demonstrated experience leading capture activities and running/managing business operations to include use of business management tools (Deltek, GovWin, etc.)
- Strategic planning and demonstrated related work experience
- Senior level experience with DoD, operating in multiple markets or equivalent corporate business experience
- Effectively prioritize and work independently
- Portray a strong commitment for hiring, promoting, & developing a diverse talent pipeline of employees
- Significant experience with Federal agencies and interacting with leaders operating in the DoD Market
How to write Mgr Capture Management Resume
Mgr Capture Management role is responsible for articulate, integration, training, gis, procurement, security, design, digital, travel, events.
To write great resume for mgr capture management job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Mgr Capture Management Resume
The section contact information is important in your mgr capture management resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Mgr Capture Management Resume
The section work experience is an essential part of your mgr capture management resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous mgr capture management responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular mgr capture management position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Mgr Capture Management resume experience can include:
- Senior level experience with Federal agencies operating in DOD and IC Market or equivalent corporate business experience
- Experience demonstrating progressive responsibility in all phases of business development from opportunity validation to capture
- Proven analyst-related experience, expertise and success
- Direct experience with the Federal agencies operating in the DOD/Fed/Civilian market
- Direct experience with the Federal agencies operating in the DoD/Fed/Civ market
- Experience functioning collaboratively across multifunctional teams
Education on a Mgr Capture Management Resume
Make sure to make education a priority on your mgr capture management resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your mgr capture management experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Mgr Capture Management Resume
When listing skills on your mgr capture management resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical mgr capture management skills:
- 12 +years of experience demonstrating progressive responsibility in all phases of business development from opportunity validation to capture
- Experienced in shaping and implementing winning captures into the target customer community
- Experience leading a Capture and Pursuit bookings between $50M to $100M
- Experience working Captures and Pursuits with the High Speed Weapons customer community (i.e. DARPA…etc
- Knowledge of DOD acquisition / responsibilities with experience working as or with DoD COR/COTR
- Experience working with the US Army or Airforce
List of Typical Experience For a Mgr Capture Management Resume
1
Experience For Senior Mgr Capture Management Resume
- Knowledge of current data/information mining and analysis tools and methods
- Support the development and implementation of Product Line Growth Strategies, and other strategic projects as required
- Collaborate with cross-RTN CMX competitive assessment organizations
- Provide CI presentations to Capture Managers, Capture Teams and Product Line senior leaders as required
- Deliver various tactical through strategic information and intelligence needs that support overall strategy development, and develop market/opportunity assessments, customer profiles and competitor assessments from the delivered information and intelligence
2
Experience For Mgr, Capture Management Resume
- Support the integration of developed profiles and assessments into related capture strategies and actions
- Update information and intelligence as the customer and competitor environments change
- Develop and analyze information on the features, pricing and performance of anticipated/actual competitor offerings and provide recommendations for strategy updates
- Establish information, intelligence and knowledge sources and repositories to efficiently enable reuse and capture efficiency
- Superior ethical standards and integrity: treat everyone fairly and with respect
3
Experience For Mgr Capture Management Resume
- Proficient in the use of Microsoft Office (Word, Excel, PowerPoint, etc.) and internet capabilities
- Demonstrate the ability to work across SAS Mission Areas as well as Enterprise-wide Businesses, product lines and functional areas to plan, coordinate and execute strategies that competitively position Raytheon’s integrated communication solutions
- Responsible for bookings stemming from networked and multi-function communication solutions in ground and space-based communication and avionics markets with individual pursuits valued at $20M-$100M+ and long term potential value exceeding $500M within 5 years
- Regularly brief General / Admiral-level officers and senior civilians (SES) in the US and in various countries' Services on networked and multi-function solutions
- Brief Director and VP levels within Raytheon on corporate strategies
- Experience with domestic and international business capture strategy and management for military systems, especially in communications solutions that can only be acquired with many years (decades even) of actual complex communications
- Capture experience to include customer shaping for government budget allocation
- Experience and understanding of customer requirements, priorities, funding and acquisition processes in global markets under both Foreign Military Sale and Direct Commercial Sales
- Related demonstrated track record leading large efforts in the DOD and other agencies within the Intelligence Community with contract values in excess of $100M
4
Experience For Senior Mgr Capture Management Resume
- Develop, identify and assess new business opportunities, and position new business resources to achieve growth objectives for Secure Sensor Solutions (SSS) for pursuits that individually range from $20M - $200M
- Capture execution: pricing and win strategies, preparation of initial gate reviews, capture process compliance and transition to capture execution team, defines teaming decisions, manages and budgets for NBI and any associated IRAD efforts
- Pipeline development: Develop, identify and assess new business opportunities, and position new business resources to achieve growth objectives for Electronic Warfare Systems (EWS) for pursuits that individually range from $100M - $500M
- Customer / Competitor intelligence: Develop relationships with key customers; influence customer planning and clearly articulate to Raytheon’s EW business leadership customer needs. Understand competitive landscape and implications to inform capture efforts
- Successful business captures in the airborne market
- Excellent interpersonal and communication skills, including the ability to present and articulate technical and business issues to senior internal and external customers
- Win strategy development – Develop a capture strategy that synthesizes information regarding the customer, competitors and Raytheon’s strengths and weaknesses and create a sound business case and value proposition based on customer requirements
- Plan the capture – Translates the win strategy into a comprehensive capture plan and proposal development plan including win themes and discriminators
- Execute the capture plan – Communicates the vision of success that inspires and energizes the capture team and builds an organization structure required to win integrating Integrated Business Team (IBT) and Cross Business Team (CBT) representatives and Raytheon International, Inc. (RII) into a smoothly operating capture team
5
Experience For Mgr, Capture Management Resume
- In partnership with Business Development (BD) and the Program Teams, establish and execute a customer engagement plan to build a close relationship with the customer and external stakeholders ensuring our proposal reflects a best value offering
- Gain and maintain stakeholder (senior management, partners, teammates) buy-in and support, and commitment of right resources to win and conduct all color teams, Gates, Strategy reviews, etc. as required
- Develop the budget for a successful capture, and execute to budget and coordinate with all related investment owners (e.g., capital and IR&D) to ensure the project executes on budget and schedule
- Proven results at competitively winning new business as capture manager on programs from $50M to $500M
- Related demonstrated track record leading large international efforts
- Related demonstrated track record leading large efforts in the NSA and other agencies within the Intelligence Community
- Related demonstrated track record leading large efforts in the DOD and other agencies within the Intelligence Community
6
Experience For Mgr Capture Management Resume
- Related demonstrated track record leading large efforts in the Intelligence Community with contract values in excess of $100M
- International capture experience required
- Demonstrated knowledge of Department of Defense (DOD) acquisition, and/or Foreign Military Sales (FMS), or Direct Commercial Sales (DCS) processes
- International capture experience
- Provide leadership in fostering IBT/CBT interdependency and maintain process accountability
- Formal International CM training and Raytheon certification, or ability to achieve within 1 year
7
Experience For Senior Mgr Capture Management Resume
- Travel 35-50% of the time, to include domestic and international business trips
- Capture/business development leadership in our industry
- Knowledge of Export / Import controls
- Proactively engage customers and provide value through White Papers, demonstrations, etc to influence acquisition strategy and work scope
- Support and drive change for S&BD strategic initiatives within the mission area
- Support customer visits, events and trade show planning for IFF and tactical communications business, leveraging Customer Intelligence Analyst (CIA) for high-level and/or cross-mission area engagements
8
Experience For Mgr, Capture Management Resume
- Related Capture experience with intimate understanding of the Defense procurement system and the requirements definition processes
- USN or USAF operational experience and familiarity with TACAIR and EW systems
- Successful business captures in the airborne sensor market both domestic and abroad
- FMS – Foreign Military Sales
- DCS - Direct Commercial Sales
9
Experience For Mgr Capture Management Resume
- Annapolis Junction, MD
- Product line strategy development: Develop product line strategies to achieve business goals aligned with customer plans and programs. Create, analyze and articulate innovative solutions to problems that smartly leverage Raytheon’s core EW products and technologies to obtain most efficient and effective use of company investments and product line commonality strategies
- Capture execution: Develop and lead new business captures; develop pricing and win strategies, prepare gate reviews, ensure capture process compliance and transition to capture execution team. Need to understand operational value of EW products and how they integrate within airborne sensors and effectors from both an operational and mission solution perspective
- Strong understanding of the unique international requirements such as licensing, Foreign Corrupt Practices Act (FCPA), Foreign Military Sales (FMS) and Direct Commercial Sales (DCS) procurements and prior experience working with the various US Government (USG) organizations that provide the necessary USG support and approvals for such international sales
List of Typical Skills For a Mgr Capture Management Resume
1
Skills For Senior Mgr Capture Management Resume
- Demonstrate a winning attitude and perseveres under difficult circumstances
- Mentor capture team members in effective capture methods using lessons learned and best practices from across the company
- Program/Business Development experience in the Special Forces community
- Direct experience with the DoD agencies operating in multiple markets, with a focus on FAA, NASA and NOA agencies
- Demonstrated ability to work independently as well as within and as lead and influence high performing teams; a highly motivated self-starter
2
Skills For Mgr, Capture Management Resume
- Demonstrated ability to identify and grow new programs
- Engaging with senior level functional management regarding planning and support for all AMDS evolution
- Working knowledge of Space missions and systems, including EO/IR
- Managing large, complex capture campaigns for emerging networked and multi-function communication business opportunities with US and international customers
- Managing multi-disciplined matrixed teams
- Working knowledge of EW Systems and strategic airborne Platforms and missions
- Representing senior AMDS management in meetings with customers, partners, and suppliers
- Setting broad strategic direction for /AMDS technical evolution
3
Skills For Mgr Capture Management Resume
- Working with AMDS BD/capture directors to evaluate opportunities, determine business case/justification and develop capture strategy and tactics
- Agile Decision Making, valuing diversity of thought, making sound decisions and applying sound judgment
- Detailed understanding of IC Community Missions, Operations and specific Agency Objectives as well as key personnel
- Pre-existing customer and industry networks and collaborative relationships
- Translate mission needs into system solutions and provide advanced guidance for complex missions crossing multiple agencies
- Knowledge/ understanding of national security space programs across Air Force, Missile Defense Agency, and classified customers
- Translate mission needs into system solutions and provides advanced guidance for complex missions crossing multiple agencies
4
Skills For Senior Mgr Capture Management Resume
- Knowledge of the US Navy, undersea systems, etc. and other US Navy training & execution procedures
- Current Secret security clearance required
- Familiarity with modern communications signals and/or signal intelligence, RF Systems, and COTS integration
- Familiarity with DoD ISR platforms and customers
- Travel as needed (travel required ~25%)
- Excellent writing and public speaking skills, including strong presentation and proposal writing capabilities, and ability to actively assist capture and proposal teams in the completion of compliant and compelling proposals that perfectly address the needs of the customer
- Demonstrated capability to lead organizations focused on execution and growth, and build and sustain customer intimacy at the highest levels. A personal style which encompasses a consultative approach to customer relationship management
- Successful at winning large (>$100M) capture efforts within the DoD
5
Skills For Mgr, Capture Management Resume
- Knowledge of Raytheon Business Development process
- Raytheon business development process
- Demonstrated networking abilities among various communities, e.g. acquisition officials/leads in the DoD and other government agencies, Corporate enterprise, and industry partners / competitors
- Maintain Focus on Customer/Mission while balancing winning the “evaluation”
- Masterful communication skills; ability to translate between internal language and that of the customer environment; rnsure win strategies and differentiators are positioned relative to customer priorities, etc
- Allocate resources and prioritize effectively in limited time frames; work horizontally and vertically leadership channels to ensure appropriate multi-functional engagement to achieve timely objectives/milestones
6
Skills For Mgr Capture Management Resume
- Capture Management; drives team to be an effective and motivated team that develops a customer-focused winning solution and that optimizes use of NBI
- Demonstrated ability to work independently or as the lead of a high performance team; a highly motivated self-starter
- Demonstrate the Raytheon core values of People, Integrity, Commitment, and Excellence and aligns the capture team around common vision and goal
- Synthesizing large amounts of data to create sound business models, value propositions, and Win Strategies
- Relationship Management, emphasizing active listening and continuous communications
- Customer Engagement, the ability to engage and understand diverse customer needs
- Appropriately tailor a process to focus on those things that positively impact the outcome while not sacrificing those items critical to internal communication and requirements
- Managing Evolution (new development) for Multi-Mission solutions, Proprietary development programs (as appropriate), Strategic Deterrent Technical Growth, and Exoatmospheric Kill Vehicle systems
7
Skills For Senior Mgr Capture Management Resume
- Providing guidance to MDA Homeland and Regional Defense pursuits through system level discrimination techniques
- Anticipate the future by providing out-of-the-box solutions to customer needs
- Recognize and stimulate unusual ideas, concepts and inventions, especially those that have high potential system impact
- Use personal networks to link ideas, employees and external contacts that might not otherwise interact
- Develop a framework to quickly pull ideas to determine ones of high potential
- Support cross-company / RTN growth strategies and technical roadmaps
- Provide direction, clarity and expectations to ensure compliance requirements are met
- A current Secret security clearance
- Knowledge of directed energy customers
8
Skills For Mgr, Capture Management Resume
- Delegate roles, responsibilities, and decision-making appropriately; shares responsibility and accountability with the capture team and promotes autonomy for others as appropriate
- USN or USAF TACIAIR operational experience and familiarity with TACAIR EW systems
- Develop, communicate, and manage team performance
- Strong understanding of the unique international requirements such as licensing, FCPA, FMS and DCS procurements and prior experience working with the various USG organizations that provide the necessary USG support and approvals for such international sales
- Six Sigma Specialist Qualification (Raytheon or equivalent) or ability to achieve within 1 year
- Possesses in-depth knowledge of IDS and Raytheon business to include programs and capture/proposal IPDS process
- Successful business captures in Space markets
- TS/SCI Clearance with current SSBI
9
Skills For Mgr Capture Management Resume
- Develop and deliver engaging presentations to broad domestic and international customer base on the subject of IFF and Tactical Communications capabilities
- Working knowledge of Integrated Product Development Systems
- Experienced in stakeholder, capture, bid and proposal management, including winning new, repeat or follow on business through leading and supplying winning proposals
- Capable of managing and motivating a diverse multi- disciplined team in the delivery of innovative solutions
- Deep and ongoing restricted SOF, SOCOM and other DoD connections in SIGINT and Airborne ISR for customer access
- Practical understanding of airborne SIGINT and ISR systems and their capabilities
10
Skills For Senior Mgr Capture Management Resume
- The ability to solve complex, time-sensitive problems – a critical and strategic thinker and change leader
- Exceptional knowledge of JCIDS, PPBE, and Defense Acquisition procedures and limitations
- Ethical standards that are beyond reproach, with compliance with all laws/policies
- Ensure that the competitive intelligence analyst deliverables consistently contribute to improving our company competitive positioning with the view of helping to achieve company business goals and mitigate business challenges
- Conduct capability, gap and risk assessments on RMS, our customer set and competitors (product, mission area, geographic, political and technology gaps
- Develop clear and complete statements of work for CI development and analysis by third-party consulting firms and collaboratively lead the consulting firms work scope completion in order to meet on time delivery and all other requirements/expectations
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