Harris Corporation Principal, Capture Management in Palm Bay, Florida

Principal, Capture Management 6/27/18SalesUSA - FL - Palm Bay, USA - NY - Rochester

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Job ID: SIS20182706-25601

Description:

Manager, Business Development & Capture Enablement

Job Code: SIS20182706-25601

Job Location: Rochester, NY or Palm Bay, FL

Job Description:

Are you interested in driving new business growth for a Top 10 Aerospace Company? Are you motivated to continuously improve results?

Harris Corporation is looking for a Business Development & Capture Enablement Manager to lead efforts to help the segment team more effectively identify, qualify and capture new business, developing and delivering earth and space monitoring systems and associated processing & data analytics to solve challenging customer mission problems.

The successful candidate will work effectively with senior Business Development and Strategy & Business Development Leadership, as well as business unit, program, and functional entities. The candidate will be critical to enabling the business to effectively prioritize resources and investment, optimizing to improve win rate, efficiency of discretionary spend, and alignment of wins to segment strategy.

As part of the Sales Operations & Capture team, and in partnership with Business Development, Strategy & BD, business unit and segment leadership, the successful candidate will

  • Own the segment new business growth process creation & continuous improvement

  • Plan, develop/improve, and ensure delivery of all Front-End training on process, tools, methods, and best practices

  • Build, update/improve, deploy and maintain supporting tools and methods, leveraging industry best practices to increase win probability and improve discretionary spend efficiency

  • Coach pursuit/capture teams on pursuit planning and win strategy development, to improve the probability of win for individual opportunities

  • Drive continuous improvement of Front-End process through application of lessons learned and continuous improvement/HBX efforts.

  • Work across SIS & S&BD to improve process interdependencies (e.g. CheckPoint)

  • Oversee development and improvement of infrastructure and associated hosted content. Enable knowledge sharing.

  • Lead Harris Business Excellence for S&BD, coaching individuals through training and projects that drive Yellow and Green Belt certifications and achieve S&BD cost savings targets.

  • Collaborate with the Business Units (value centers) to understand their front-end needs; work to ensure their success

  • Build productive partnerships with Harris Corporate Headquarters and other segments to maximize effectiveness of Harris combined efforts

  • Collaborate with ES to ensure consistency and work special initiatives, such as improving efficiency of business process workflow, evolving training & development.

Responsibilities include:

Technology Understanding

  • Ability to quickly understand segment technologies and work with teams to translate into the benefits those capabilities provide to address unmet customer mission needs

Business Acumen

  • Drive and/or improve process/content/tool development tailored to deliver segment business results, addressing specific gaps identified by the segment, S&BD, and/or business unit leadership team (e.g. business case understanding and usage)

  • Guide and mentor business unit teams on applying content/tools with respect to return on investment, metrics, etc.

Change Agent

  • Challenge the organization to drive continuous improvement of the new business process, methods, tools, and supporting infrastructure

  • Continually evolve/add tools, methods to the portfolio, to improve capabilities

  • Engage with teams and leadership to coach on application of process, tools, methods within the business, accelerating adoption and shift to new approach

Business Growth Knowledge

  • Ability to quickly understand business unit strategy, priorities, and capabilities to a significant level of detail, using to filter and guide opportunity development coaching & facilitation efforts

  • Capability to apply deep understanding of the Business Acquisition Process to assist each team to quickly, yet appropriately tailor and apply to suit the associated business unit and model, for best balance of structure and speed

Strategic Planning

  • Lead and coach teams through win strategy workshops, black hat sessions, and other color team and business growth process efforts to shape approach and associated action planning

Qualifications:

  • BS degree or higher (Engineering preferred) with 10+ years of management experience in sales enablement, sales, business development, or marketing

  • 5 years experience with sales & business development methodology, consultative selling, and sales enablement in the Aerospace & Defense market

  • 10 years experience using competitive analysis, customer analysis, win strategy development, proposal and color team leadership and price-to win analysis

  • 10 years experience creating a compelling messaging, positioning and marketing narratives

  • Travel up to 25%

  • Top Secret Clearance

Preferred Additional Skills:

  • Knowledge of the Harris Business Acquisition Process

  • Familiarity with Department of Defense, Intelligence Community, and International markets

  • Familiarity with Customer Relationship Management Systems (Microsoft Dynamics preferred)

  • Coach, mentor, and build relationships with external organizations

  • Self-starter; problem-solver; customer-focused

  • Succinctly convey information and ideas, including strong executive communication, presentation, and facilitation skills

  • Capability to influence others, establish credibility, and drive cultural change

  • Think abstractly and analytically to provide in-depth analysis and recommendations to internal customers, teammates and external constituencies

  • Competency making decisions with imperfect and incomplete information

  • Strong business acumen, collaborative ability, written communication, and presentation/facilitation skills

  • Desire to make a positive impact with the ability to manage multiple tasks and shift priorities

  • Self-directed, yet can also work as an effective team member in fast-paced environment

  • Top Secret or TS/SCI Clearance

Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

By submitting your résumé for this position, you understand and agree that Harris Corporation may share your résumé, as well as any other related personal information or documentation you provide, with its subsidiaries and affiliated companies for the purpose of considering you for other available positions.

Harris is an Equal Opportunity/Affirmative Action Employer. We consider applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, or membership in any other group protected by federal, state or local law.

Job Profile Matching Criteria:

ExpertiseSales

LocationUSA - FL - Palm Bay, USA - NY - Rochester