Lockheed Martin Capture Management Principle in Littleton, Colorado
The Special Programs (SP) Capture Management Lead (CML) will be responsible for overseeing all captures in the SP Line-of-Business (LOB), will lead key large captures, and will serve as Deputy to the SP LOB Business Development and Strategy Director, reporting to him. The CML will be responsible for organizing and overseeing all capture activity in core and adjacent markets to grow the LOB, diversify its portfolio and meet Long-Range Plan (LRP) commitments by ensuring efficient capture campaigns that result in a maximum competitive win rate. As Deputy to the BD Director, the CML will also help to run the BD organization, manage the team in a "dotted line" capacity, and serve as designee for the BD Director in his absence. Specific responsibilities include: * Overall management and oversight of all capture activities in the SP line-of-business, ensuring disciplined and effective capture practices within capture teams that result in a high new business win rate. * Accountability to lead, shape and win large new business capture opportunities through a balanced focus on mission understanding, customer value, competitive environment and the best interests of Lockheed Martin Space Systems Company (LMSSC). * For a select number of large captures, lead a team of business development, advanced programs, engineering and functional areas personnel through the LMSSC capture process to develop a discriminating value proposition, winning bid approach and effective proposal in partnership with a proposal manager and program manager. * In both a leadership and oversight capacity, ensure the development, documentation and execution of all capture elements, including overall capture strategy, customer and competitive assessments, teaming strategy, technical, cost, management and past performance approaches, risk management, and other areas to enable a full-breadth capture campaign. * Work with Business Development to manage and orchestrate engagement with customers and stakeholders associated with the capture, ensuring effective communication, gathering of information, validation of our capture approach and shaping to maximize probability of win. * Organize high-quality capture teams with relevant and discriminating subject matter expertise. Organize the development of a strong capture talent pool in the SP line-of-business. * Ensure the effective and efficient management of capture-related resources, operating within budgets, showing earned value for the tasks performed, and re-prioritizing activities as needed. * Communicate with and engage SPLOB and SSC senior leadership for the purpose of statusing, obtaining approvals and building advocacy for the capture strategy and activities. * Collaborate closely with organizations across the SPLOB, SSC and the broader Lockheed Martin Corporation to ensure coordination of captures and maximum leverage of LMC resources to enable a high win rate. * As Deputy to the SP Business Development and Strategy Director, assist the Director in the management of resources, team members, infrastructure and internal tasks. * As Deputy, assume the responsibilities of the Director in his absence, working with the BD team, programs, line-of-business leadership, Central Business Development and other functional organizations in that capacity.
Basic Qualifications * Significant prior experience managing large strategic captures greater than $200M in value in Aerospace, Defense and Intelligence markets. * Strong understanding and proven effectiveness in executing capture process and leading a large capture teams to develop discriminating approaches to bidding and demonstrating a winning track record. * Knowledge of and experience with space-based remote sensing and RF markets and their applicable customers, missions, technologies, core programs and key acquisitions. * Demonstrated ability to lead diverse teams in developing effective capture campaigns that lead to success and award. * Demonstrated ability to mentor capture managers and teams and instill and uphold capture standards across an organization. * At least 10 years of experience working general new business activities, including very strong experience in capture management, proposal development and customer account management. * At least 5 years of demonstrated team leadership that includes effective decision making, building consensus, conflict resolution, and sustaining the team's energy and commitment. * Direct experience engaging with high-level government stakeholders and customers in the Aerospace, Defense and Intelligence Community to understand mission need, shape and effectively communicate a value proposition. * Preferred experience engaging with Intelligence Community key personnel and Congressional professional staffs. * Willingness to travel domestically frequently, with occasional over-the-weekend and extended travel. * Very strong interpersonal, oral, presentation and written communication skills. * TS/SCI clearance * Industry-applicable B.S. or B.A. degree required; MBA or other advanced degree preferred
Desired skills Ability to think strategically and manage the development of long-range objectives, business development campaigns, and strategic plans by identifying internal and external strategic opportunities and issues that could affect growth and profitability - Ability to apply value proposition/delivery system approach to develop and execute strategies for program capture and sustainment - Deep knowledge of the US Government Intelligence Community and systems
As a leading technology innovation company, Lockheed Martin’s vast team works with partners around the world to bring proven performance to our customers’ toughest challenges. Lockheed Martin has employees based in many states throughout the U.S., and Internationally, with business locations in many nations and territories.
Join us at Lockheed Martin, where we’re engineering a better tomorrow.
Lockheed Martin is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.
Job Location(s): Littleton Colorado