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Senior Capture Manager - Public Sector



Herndon, VA, USA
Posted on Friday, June 21, 2024

The Senior Capture Manager is an experienced business development professional that brings together Iron Mountain’s diverse capabilities and subject matter expertise to drive pre-sale/pursuit activities for large-scale opportunities in the US Public Sector. The role identifies the internal and external resources to effectively pursue strategic opportunities, oversees the bid strategies, teaming agreements, pricing approvals and past performance. The Senior Capture Manager develops the how and why an opportunity can be won and maximizes the win probability through team leadership, strategic thinking, insightful action, and ultimate accountability.

The Capture Manager will work closely with public sector sales representatives, account management, channel managers, program managers, sales solution engineers, finance, operations, product SMEs, and Iron Mountain business leadership in strategy development. The position requires drive, determination and willingness to succeed and is capable of leading the effort and managing matrixed, cross-functional teams to achieve the company’s business goals. Public Sector is anticipated to achieve tremendous growth over the next 3 to 5 years, and requires a leader to work across service lines to ensure a continuous stream of new business for the company.

Position Highlights:

  • Competitive Salary(DOE) + Bonus Program

  • Comprehensive Benefits Package

  • Paid vacation, paid holidays, paid sick/personal time

  • Tuition Reimbursement

  • 401K with company match

  • Employee Stock Purchase Program

  • EAP- Employee Assistance Program

Job Responsibilities

  • Lead critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy.

  • Responsible for development and implementation of capture plans

  • Participate in the identification, qualification and prioritization of an opportunity pipeline with sales representatives and account management

  • Lead and integrate cross-functional team and direct team activities for the duration of the pursuit

  • Prepare and lead milestone/gate reviews, and other reviews as required

  • Establish schedules to accomplish required capture activities between reviews

  • Lead and coordinate competitive assessments determining the strengths and weaknesses of Iron Mountain and potential competitors

  • Work with sales representatives, industry advisors, and consultants to gather and analyze key insights and information about the client, mission critical problems, and the opportunity

  • Work with proposal managers to ensure capture strategies and findings are accurately translated into the proposal

  • Identify capital investment and operating expenses needed for opportunities: facilities, staffing, hardware, software, security, and infrastructure

  • Develop, coordinate and execute appropriate approvals with executives

  • Be a thought leader with respect to program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing

  • Provide additional leadership and expertise in other new business matters including strategic planning, competitive intelligence and market analysis

  • Conduct win/loss analysis including capture process improvements for opportunities

Essential Skills

  • Experience with pursuit and capture development lifecycle, Shipley or other capture methodologies; leading teams through complex captures with in-depth stakeholder reviews

  • Demonstrated skills in all areas of business development, including opportunity qualification, capture strategy, customer relationship development, team leadership, etc.

  • Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions

  • Experience in the development of competitive pricing strategies, price to win, and cost proposals

  • Experience translating capture strategies into proposal win themes during the proposal stage

  • Strong meeting facilitation skills and excellent oral and written communication skills required to review and communicate in a correct, concise and professional manner

  • Experienced with a multitude of government contract types and pricing strategies: Firm Fixed Price (FFP), Performance based, Cost Plus (CP), and Time & Materials (T&M)

  • Ability to work collaboratively in a dynamic team environment while managing a diverse workload and tight timelines

  • Confidence and experience dealing with senior executives; ability to work efficiently in fast-paced, time-sensitive and often multi-tasking environment

  • Ability to establish and maintain solid working relationships and communication with various technical and business staff, managers, and peers

  • Capable of navigating within a matrixed environment, managing and influencing across cross-functional departments at all levels

Decision Impact

Resolves problems of great complexity. Improves existing processes and systems using conceptualizing, reasoning, and interpretation skills. Solutions require thorough understanding of business strategies and issues. Defines broad based solutions that would require consideration of wider implications on organization results and resources.

Education/Experience Requirements

  • 8 + years in delivering positive business outcomes in Government market segments (federal, state, local government and education sectors)

  • Strategic capture experience (deals over $25M), successfully leading the capture of systems, solutions and services

  • Experience in the information technology industry (cloud, SaaS, storage)

  • Ability to think critically, solve problems, and be a strong team player who fosters collaboration

  • Strong organizational skills and strong verbal and written skills

  • Proven track record of leading teams or large programs

  • University/college degree required; Master’s degree desirable

  • Security Clearance an asset

Base salary range up to $150,000.

Reasonably expected salary range: $134,500.00 - $179,300.00

Category: Sales Operations Group

Iron Mountain is a global leader in storage and information management services trusted by more than 225,000 organizations in 60 countries. We safeguard billions of our customers’ assets, including critical business information, highly sensitive data, and invaluable cultural and historic artifacts. Take a look at our history here .

Iron Mountain helps lower cost and risk, comply with regulations, recover from disaster, and enable digital and sustainable solutions, whether in information management, digital transformation, secure storage and destruction, data center operations, cloud services, or art storage and logistics. Please see our Values and Code of Ethics for a look at our principles and aspirations in elevating the power of our work together.

Requisition: J0075624