Title:  Senior Principal, Business Development

Job Title: Senior Principal, Business Development

Job Code: 40534

Job Location: Arlington, VA

Job Schedule: 9/80: Employees work 9 out of every 14 days- totaling 80 hours worked- and have every other Friday off

Job Description:

We are seeking a highly skilled Business Development/Capture professional to join our team and lead our Federal – DHS Growth campaign.  This role is responsible for leading strategic captures with Federal agency (non-DoW) customers and closing on orders plans for the federal market.  The ideal candidate will have experience leading capture efforts to secure new business opportunities, to include: gate management, conducting win strategy workshops, competitive assessment, price to win, and customer analysis. The candidate should possess strong analytical skills and an understanding of the federal market, specifically the Department of Homeland Security (DHS) operational needs and acquisition environment.

The Capture Manager plays a crucial role in supporting the Business Area's growth strategy by identifying, developing, and leading the capture of new opportunities. They are responsible for increasing L3Harris' win probability from the initial identification of an opportunity through to the eventual award. The Capture Manager is expected to identify gaps and conduct market, customer, and competitive analysis to shape and inform opportunities. Additionally, they will determine the resources needed to pursue a business opportunity, advocate for bid strategies, champion pricing, teaming, roadmaps, and proposal strategies, and manage the transition from business opportunity to proposal development to award.

Essential Functions:

• Lead the Sector DHS Growth Campaign
• Build and mature a pipeline of opportunities within the federal market
• Collaborate with cross-functional teams to develop and implement capture strategies
• Lead and participate in strategic reviews and workshops (e.g., Black Hat reviews, Win Strategy Workshops)
• Develop Price to Win strategies to enhance the competitiveness of proposals
• Lead effective storyboarding and development of strategic and proposal win themes and discriminators
• Prepare and present detailed reports and recommendations to senior management
• Develop impactful reports and briefings to inform executive decision-making including strategy, annual planning, and quarterly functional reviews
• Stay current on market trends, key customer budgets, and future customer needs through independent research; execute analyses of L3Harris market positioning on strategic pursuits with the Federal agencies.
• Develop and maintain a broad set of customer relationships, direct and track customer mission gaps, constraints, and objectives to then champion engagement to influence customers toward our desired business impact.
• Work with business and engineering leadership to create new opportunities through original mission definition and development.
• Lead capture teams and win specific new business pursuits by developing competitive and innovative technical and price offerings that map L3Harris capabilities to customer needs.
• Lead and supervise all business pursuits from identification and shaping through proposal submissions, to include the development of compliant and persuasive proposals.

Qualifications:

• Bachelor's Degree with 15 years prior experience, Graduate Degree with 13 years prior experience. In lieu of a degree, minimum of 19 years of prior related experience.

Preferred Additional Skills:

• Recent DHS experience: government or account management
• Proven track record of successful capture management with a focus on winning executable programs
• Familiarity with Black Hats, Win Strategy Workshops, and the Capture Gate Process
• Strong analytical and research skills
• Proficiency with PowerPoint for executive level communication
• Excellent communication and presentation skills

• Familiarity with government contracting processes and regulations, to include different contracting methods (IDIQ, OTA, etc)
• Master’s degree in Business Administration (MBA) or a related field.
• Broad management and leadership experience, leading cross-functional project teams with prior success in business development, capture management, or program management.
• Proven track record of effectively utilizing matrix organizations to win business and achieve results, with a demonstrated ability to lead high-performance teams.
• Secret level or higher security clearance 

In compliance with pay transparency requirements, the salary range for this role in Colorado state, Hawaii, Illinois, Maryland, Minnesota, New York state, Cleveland Ohio, Vermont and Virginia is $149,000 - $256,500. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. L3Harris also offers a variety of benefits, including health and disability insurance, 401(k) match, flexible spending accounts, EAP, education assistance, parental leave, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements. 

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