Conduent Senior Capture Manager in Sacramento, California
Through our dedicated associates, Conduent delivers mission-critical services and solutions on behalf of Fortune 100 companies and over 500 governments – creating exceptional outcomes for our clients and the millions of people who count on them.
You have an opportunity to personally thrive, make a difference and be part of a culture where individuality is noticed and valued every day.
Capture Managers are the leaders of mega deal pursuits (>$20M) within Conduent’s public sector. They provide leadership and direction to the entire deal team. They interface with clients, Conduent Executives, and various internal teams. They are focused on critically viewing Conduent’s positioning for every deal and provides strategic leadership to win the deal.
The Capture Manager provides leadership in all aspects of a deal and through the entire deal life-cycle: competitive positioning, partnership development, solution, cost model, price to win, and proposal. They are the project manager responsible for making sure everything comes together into a compelling winning bid.
This is a commissionable position and can be located anywhere in the US.
Formulate, communicate, and implement an integrated capture strategy that provides a clear and defensible justification for selecting Conduent for award against competition.
Co-own the opportunity with the deal owner from bid decision to contract award
Direct the preparation and execution of the capture plan, capture schedule, win strategy sessions and budget (if applicable) associated with the opportunity.
Lead, motivate, and energize internal and external team members to produce a winning solution
Ensure the appropriate resources are assigned to address all client requirements and win strategy.
Work with Opportunity Owner to identify competitors and facilitate Black Hat/Competitive Analysis workshops
Work with Opportunity Owner to identify client pain points and goals and use these along with competitive analysis to develop Win Strategy
Work with the Proposal Manager to oversee development of all proposal volumes including the cost volume;
Work with Proposal Manager to oversee development and execution of color review teams
Participate in color reviews and provide feedback and/or changes to ensure a highly scored proposal
Identify and mitigate capture/pursuit risks
Help identify program risk assessment activities (SLA exposure, etc.)
Manage multiple subcontractors and partners throughout the bidding process
Organize and oversee oral presentations
Develop and present capture management reports and briefings
Identify capture team, strategic industry partners and assigns capture responsibilities
Work closely with internal functional departments (e.g., Contracts, Pricing, Finance, HR, Real Estate, Procurement, etc.) to assure an integrated approach
Properly delegate authority and responsibility to ensure each work stream drives toward the common goal
Ensure compliance with company policies and procedures and other practices set forth by upper management
Working with Opportunity Owner, coordinate all necessary modifications to NDA’s, teaming agreements and statements of work need from solution vendors, subcontractors, and suppliers with contracts and legal teams.
5+ years of experience in Capture Management and/or Business Development, required.
Highly organized and attention to detail managing multiple concurrent work streams
Industry knowledge related to Government solutions in State & Local, Transportation, Government Healthcare and/or Federal Government
Excellent Communication skills
Strong Sales acumen with familiarity with Sales/Business Development life-cycle
Applies strong and consistent leadership skills and practices.
Understands government procurement, business development/sales and proposal management
Knows when and how to properly escalate to ensure tasks are completed successfully and on time
Working knowledge of contracts and legal language
Knowledge of rules, regulations and idiosyncrasies of government procurement, buying practices and budget cycles
Adapts to changing requirements dictated by client-driven or internal factors
Ability to successfully manage time and priorities necessary to meet critical deadlines, and be able to manage a heavy workload in a highly competitive and visible, and sometimes stressful environment
Familiarity with financial metrics and deal indicators
Strong program/operations knowledge to help drive winning approach (transition, schedule, etc.)
Mastery of MS Suite applications – Excel, Word, and Powerpoint
Familiarity with Salesforce.com a plus
Bachelors degree or equivalent experience
Conduent is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, gender expression, sex/gender, marital status, sexual orientation, physical or mental disability, medical condition, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law.
People with disabilities who need a reasonable accommodation to apply for or compete for employment with Conduent may request such accommodation(s) by clicking on the following link, completing the accommodation request form, and submitting the request by using the "Submit" button at the bottom of the form. For those using Google Chrome or Mozilla Firefox please download the form first: click here to access or download the form. You may also click here to access Conduent’s ADAAA Accommodation Policy.
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