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Public Sector Capture Manager

Company: Vmware
Location: Virginia Beach
Posted on: September 12, 2020

Job Description:

The Public-Sector Capture Manager is responsible for leading the analysis, design and implementation of an opportunity specific capture plan(s). The Capture manager develops the how and why an opportunity can be won including the overall strategy, sub strategies and tactics for Technical, Management, Pricing and Past Performance. The Capture manager will work closely with a Technical Program Manager, Account Sales Reps, Account Sales Engineers and Account Leadership in strategy development. The Capture manager will leverage and work with key partners (VARS and Federal System Integrators) to build relationships that maximize VMware win probability. The role requires a seasoned and effective manager and communicator with acumen in Capture Management in Federal and/or SLED marketplace. This position requires a person who can work collaboratively, as part of a team, is well organized, self-motivated and success driven. Requires drive, determination and willingness to succeed and is capable of leading the effort to achieve the company’s business goals and capture efforts at a high level of output, quality and success.


This role will include, but will not be limited to the following:

Overall responsibility for winning assigned opportunities

Creates Capture Plans, bid strategies, coordinates with other partners and potential primes

Manages VMware’s response framework to all potential partners, VARS or Federal System integrators

Negotiates NDA, teaming agreements, relationships and roles

Constitutes and assembles requisite capture resources (matrix environment)

Leads Capture strategy reviews, participates in Technical, Management and Pricing reviews

Works with Proposal Group to ensure Capture Strategies are accurately translated into the proposal.

Sets and drives the overall Capture schedule.

Helps create a Pricing Strategy and drives the pricing tactics with Account Leadership and Deal desk.

Helps develop an opportunity revenue profile, forecast, upside opportunity, get-well strategy (if required)

Works with delivery leadership to develop a transition plan from award to implementation.

Participates in the identification, qualification and prioritization of an opportunity pipeline

Required Elements

WORK EXPERIENCE REQUIREMENTS 10+ years of business development leadership, capture management leadership, and/or technical sales experience within the Federal and SLED Marketplace

In-depth working knowledge of industry leading Pursuit and Capture Development Lifecycle process such as Shipley, or similar processes

Demonstrated ability to build, develop and lead capture winning high-value opportunities

Knowledge of Federal and/or SLED procurement environment and acquisition strategy related to the solutions, service and product marketplace

Knowledge of Enterprise Licensing Agreements and related business issues

Ability to travel to customer sites/conferences, (30%)

EDUCATION REQUIREMENTS BA/BS (Systems Engineering, Computer Science or related technical curricula)

Specific Capture training such as Shipley Associates Business Development and Capture Planning for Strategic Wins

SKILL REQUIREMENTS 10 years’ experience in complex, solutions focused IT sales, engineering or capture experience in Public Sector (Software company preferred)

5 years’ experience in a capture role (Federal Systems Integrator or Software company preferred)

Experience in bid gaming techniques, government evaluation processes and techniques;

Experience in proposal preparation and process, including discussions, oral presentations, and LTD and/or benchmarking;

Experience in prime/sub teaming, negotiations, and content management

“This job requisition is not eligible for employment-based immigration  sponsored  by VMware”

VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind:  VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law. ?

At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our compute, cloud, mobility, networking and security offerings form a digital foundation that powers the apps, services and experiences that are transforming the world.

Since our founding over two decades ago, our 24,000+ employee community and ecosystem of 75,000 partners have been behind the technology innovations transforming entire industries – from banking, healthcare, and government to retail, telecommunications, manufacturing, and transportation.

Every day, we work to solve our customers’ toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more – to define the digital foundation that will accelerate the next wave of innovation.

Keywords: Vmware, Virginia Beach , Public Sector Capture Manager, Other , Virginia Beach, Virginia

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