Opportunity to be the direct report to the SVP of Growth leading a talented robust team of Capture & proposal. This person would be part of a thriving growth engine driving innovation best practices discipline and opportunities for growth and diversification.
Responsibilities:
- Lead, train and grow in capability a team of capture and proposal managers to instill best practices, agility, fortitude, professionalism and dedication resulting in an increased win rate.
- Own the Capture Processes to include Mercury Gate Process, Proposal Development Process and Delegation of Authority as it pertains to approvals.
- Influence functional processes that support Capture such as cost estimating, BOE development and Price to Win.
- Implement a training and tracking program to grow capture talent and skill sets within BD, Sales, Program Management and Product Management groups.
- Own and lead key captures.
- Work with the opportunity owner (BD/Sales/PM) and capture team to develop strong customer value propositions (CVPs) and Win Strategies to ensure we are addressing the customer most valued requirements.
- Define the Capture Strategy for the opportunity. Working with leadership define the overall approach to winning the defined opportunity.
- Inform and receive approval from stakeholders. Keep leadership informed of progress and successfully get approval at various stage gates as the Capture matures.
- Fully own and lead the Capture Team. Manage a senior team that also will manage resources to successfully execute the Capture Strategy.
- Plan all customer interactions during active Captures. Align all engagements with the overall Capture Strategy.
- Work with opportunity leads to collect competitive intelligence and define the Price to Win. Work with Capture Team to achieve the PTW target and properly assess Probability of Win based on PTW achievement.
- Be a trusted partner for the COO and Business Unit VPs for all captures activities.
- Mentor to growth team members (Capture, BD, Sales).
Required Qualifications:
- Bachelor's Degree in Engineering, Technical, or Business Degree.
- 15+ years experience in multiple relevant disciplines including Capture, Business Development, Engineering, Program Management and Sales in the Aerospace and Defense industry.
- Current Secret clearance or ability to receive.
- Solid knowledge of US Export control procedures to include ITAR and Department of Commerce regulations.
- Able to understand and quickly learn products & technology to analyze customer requirements and confidently communicate Mercury solutions and customer value propositions.
- Experience leading and growing teams with an Integrator Mindset; work with and learn from high performing teams.
- Understanding critical DoD technologies and the application of commercial technologies to DOD solutions along with the associated supply chains for them.
- Ability to travel to sites during peak proposal times (expected travel 20-40%).
- U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. government.
Preferred Qualifications:
- Capture certification by Shipley, Miller-Heiman, or equivalent.
- Ability to be onsite multiple times a week- Site locations include: Greater LA Oxnard, Torrance, Cypress. Hudson, HN, Huntsville AL, West Caldwell NJ, & Alpharetta, GA.
This position requires you to have or obtain a government security clearance. Security clearances may only be granted to U.S. citizens.
Additional Information
Mercury considers a variety of factors to determine individual base salary offers to candidates, including:
- the role and related responsibilities;
- education, training, skills and certifications;
- internal equity with others employed by Mercury in similar roles;
- geographic location; and
- alignment with market data.
In addition to base salary, Mercury provides a variety of benefits for team members including:
- bonus opportunities (or special incentives for sales positions);
- health, life and disability insurance;
- company-paid holidays and time off;
- discounted employee stock purchase plan;
- tuition reimbursement;
- access to professional development and personal wellness platforms including LinkedIn Learning, Headspace, Aaptiv and Virgin Pulse.
Team members at the Director or Vice President level are also eligible to receive annual stock-based awards.
Mercury offers a 9/80 alternative work schedule that provides employees more opportunity for work/life balance (available based based on location).
Security Clearance
Secret
Export Requirements
This position may require you to access information that is subject to U.S. export regulations. You may only access such information if you are a U.S. citizen, lawful permanent resident of the U.S., protected individual.
Why Mercury?
Why should you join Mercury Systems?
Mercury Systems is a technology company that makes the world a safer, more secure place. We push processing power to the tactical edge, making the latest commercial technologies profoundly more accessible for today's most challenging aerospace and defense missions. From silicon to system scale, Mercury enables customers to accelerate innovation and turn data into decision superiority. Headquartered in Andover, Massachusetts, Mercury employs more than 2,300 people in 24 locations worldwide. To learn more, visit mrcy.com.
Our Culture
We are committed to making Mercury a great place to work, no matter where our employees are located. We offer a casual and enjoyable atmosphere that allows employees to learn and grow. We help and care for one another and work as one to achieve results for us and for our customers. We value communication and transparency, and strive to foster two-way dialogue at all levels of the organization. We are committed to lifelong learning, offering comprehensive skills training and tuition reimbursement. Whether you're just starting out on your career journey or you are an experienced professional, it's important to us that you feel recognized and rewarded for your contributions.
Mercury Systems is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status.
As an equal opportunity employer, Mercury Systems is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact the number below.
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