Senior Capture Manager

Date: 9 May 2024

Location: Farnborough, England, GB

Company: QinetiQ

QinetiQ are looking for a Senior Capture Manager to join a team of focused and successful professional Capture Managers, Bid Managers and Bid Writers working in the UK Intelligence Domain.

 

The types of captures that you will work on will be complex and very varied, and may be across different domains including Intelligence, Cyber or Science and Technology. You will play a pivotal role in helping secure new business to support QinetiQ’s growth agenda.

 

As a Senior Capture Manager you will be responsible for leading important capture opportunities that are designed to deliver new in-year business or in the medium-term up to three years. You will ensure QinetiQ engage effectively with our customers to build their confidence, develop our understanding of their needs and drive a winning strategy so that the customers recognise the value of our offer and differentiation.

 

QinetiQ operate an adaptive working policy which gives you flexibility and a mix of home/office working.

 

Your base site can be one of the following locations:

Farnborough, Lincoln, Malvern, Bristol, Salford or Portsmouth.

What you will be doing:
 

  • Developing the capture win strategy and achieving approval from the Business Development Leadership Team, including associated Business Development investments.
  • Delivering an ever-improving pWin and a clear win strategy that is understood by the Capture Team and key stakeholders.
  • Building and maintaining relationships at senior management level, and leading the Capture Team to drive the long term outcome and pWin.
  • Demonstrating timely and successful delivery through strong leadership of a team that spans many areas of QinetiQ
  • Driving the capture through the whole process from qualification through the competitive stages to bid submission and contract award, ensuring we stay on focused on what we need to do to win, and to successfully deliver the contract.

 

You will ideally have:
 

  • Deal Success: Has led, developed, negotiated and closed strategically important contracts (as a minimum that are greater than £10M in value).
  • Execution of Win Strategy: Track record of win strategy development and the execution of associated capture plans in complex, competitive environment; to underpin a reasonable win percentage.
  • Leadership: Proven ability to lead teams of senior professionals that span business and functional boundaries.
  • Domain Relevance: Relevant experience of winning business with customers and industrial partners in a demonstrably similar environment.

 

What skills are we looking for.

  • Broad Thinking - Thinks broadly and creatively about the industry and customer landscape. Develop offers from our core capabilities and ensure that opportunities fit with QinetiQ’s strategy and deliver profitable growth. Maintain a clear strategic perspective while driving the team to engage early and focus on the key detail to improve our potential of winning.
  • Relationship Building - Actively seeks to build and maintains trusting relationships with a wide network of relevant people in the industry, customer and QinetiQ, leveraging these relationships appropriately
  • Customer Focus - Ensures they understand the customer’s perspective and needs - both professionally and personally - focusing on what will deliver value to them. Effectively and rapidly builds rapport and engagement of key individuals; develops and leverages a broad network across industry and QinetiQ.
  • Commerciality - Develops solutions and bids that raise QinetiQ's Capture Rate and deliver to down-stream P-Win. Helps shape the deal and identify the best option of either direct award or to shape customer requirements to a ITTs/ITNs.
  • Personal Impact - Adapts their approach to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in. Recognises that good Capture practice maybe new to the team and wider organisation or conflicts with established ways of working.
  • Resilience - Maintains a positive, 'can do' approach throughout, dealing well with ambiguity and time pressures. Understands that Capture maybe new to many and that theirs maybe the lone voice at times; demonstrates endurance to ensure that the right decisions are made for the right reasons.
  • Takes Ownership - Takes accountability for organising themselves and others to deliver for the customer and QinetiQ; consistently takes the initiative and drives to achieve key outcomes for the capture activity.
  • Collaborates Across Boundaries - Builds effective cross-functional teams across QinetiQ to best focus on the customer’s requirements, enhance our win strategy and alignment with broader strategy.

 

What we provide for you

As well as a competitive benefits package described below we will provide:

  • Opportunity to work in a global team of bid professionals, who share best practice and actively work to improve bidding skills
  • Career development plans with the opportunity to progress either within the bidding functions or within supporting functions (capture, commercial, BD, supply chain)
  • APMP membership

 

Please note that all applicants must be eligible for SC clearance:  UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (www.gov.uk)

 

Why Join QinetiQ?
As we continue to grow into new markets around the world, there’s never been a more exciting time to join QinetiQ. The formula for success is our appetite for innovation, courage to take on a wide variety of complex challenges.
You’ll experience a unique working environment where teams from different backgrounds, disciplines and experience enjoy collaborating widely and openly as we undertake this exciting and rewarding journey. Through effective teamwork, and pulling together, you’ll get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems in an diverse and inclusive environment where you can be authentic, feel valued and realise your full potential.


Joining QinetiQ offers you an opportunity to work on a broad range of interesting defence-based projects with vast career progression across a global organisation in addition to competitive personal and professional benefits.  You’ll receive highly competitive salary and benefits package: our basic salaries are very attractive as we constantly review what’s happening in the market. The range of benefits that we offer include, flexible working, generous holiday entitlements, Health Cash Plan, Private Medical Insurance and Dental Insurance and much more.

 

About QinetiQ
As a company of over 6,000 dedicated professionals, we are a world-centre of excellence in research and development and act as a catalyst for fast-track innovation, offering outstanding experimentation facilities, and technical, engineering and scientific expertise. QinetiQ is made up of dedicated experts in defence, aerospace, security and related markets, all working together to explore new ways of protecting what matters most. Being part of QinetiQ means being central to the safety and security of the world around us. Partnering with our customers, we help to save lives; reduce risks to society; and maintain the global infrastructure on which we all depend. Come and find out how you can play a role.