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Senior Capture Manager

Date: 10-Mar-2023

Location: Malvern, England, GB

Company: QinetiQ

Role Purpose:

Lead important capture opportunities that are designed to deliver new business in-year business or in the medium-term up to three years. Ensure QinetiQ engage effectively with our customers to build their confidence, develop our understanding of their needs and ensure key members of the team are tasked to work with them so they recognise the value of our offer and differentiation.


Key Accountabilities:

  1. Strategy:  Develop the capture win strategy and achieve approval from the Business Development Leadership Team, including associated Business Development investments.
  2. Customer relationships: Build and maintain relationships at senior management level, and provide support and insight to the Capture Team to drive the long term outcome and pWin.
  3. Leadership: Demonstrate timely and successful delivery through strong leadership of a team that spans many areas of QinetiQ.

4. In Year Accountabilities: Ensure that the customer’s confidence is building with QinetiQ and our ability to deliver for them. Deliver an ever-improving pWin and a clear win strategy that is understood by the Capture Team and key stakeholders.


Key Capabilities/Knowledge:

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.

  • Demonstrates awareness of customer, market and competitor knowledge to shape solutions
  • Effectively works through complexities and filters stakeholder feedback to maintain a single focus on how we will win.
  • Successfully facilitates focus on the customer’s needs to develop key win themes and ensure they are shared/tested with the customer
  • Thinks in terms of value offered (like positioning and brand) rather than just features and price; encouraging the team similarly.
  • Challenge the status quo and organization limitations appropriately.

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

  • Takes active steps towards building and maintaining key relationships, keeping them current
  • Has the network to bring together a team quickly and get the best people from across the business to work on an opportunity
  • Reads team dynamics and adapts approach accordingly
  • Leverages different contacts and relationships to connect key people
  • Sets a focus on ensuring relationships are built on trust and transparency

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.

  • Ensure that the solution is being aligned to the customer’s needs rather than QinetiQ’s capability Translates customer needs into bespoke solution offerings aligned to capabilities
  • Understands the value of a differentiated Value Propositions and Win Themes and how/when to use them
  • Ensure that the engagement plan is actioned, that supporting activities are clearly delegated and that where relationships need to be strengthened the activity is prioritised early 
  • Test the potential solution with the customer early and often
  • Asks the difficult questions challenging the customer’s thinking whilst maintaining a tactful approach

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.

  • Advises on commercial decisions, evaluating pros and cons of proposed course of action
  • Finds a balance between the customer’s needs and protecting QinetiQ’s interests
  • Develops value-based propositions – avoiding a default to a cost plus model
  • Understands the risks associated with the proposed course of action

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.

  • Deliberately uses effective and positive non-verbal behaviours to make their case and message all the more compelling
  • Takes complex ideas and puts them succinctly and clearly; using techniques like analogies to help people grasp complexity
  • Keeps a bid team “on track” and dealing with changing opinions
  • Actively motivates  all parties over the duration of the opportunity
  • Foster a safe environment where everyone can contribute
  • Clear sense of urgency and enables progress by resolving issues quickly

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.

  • Aware of and deals well with pressure and management of “stresses” within BW environment.
  • Retains focus on key tasks at hand and does not get distracted by occurring pressures, driving things forward
  • Role models positivity, a can-do attitude and enthusiasm to get things over the line 
  • Thrives in changing and demanding environments, finding ways to overcome difficulties

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.

  • Ensures we maintain connectivity with the customer and that others in the team remain accountable for their customer engagement
  • Drives pace across the team and understands the need to focus on wider issues; doesn’t get bogged down in detail.
  • Prioritises time effectively in the face of competing demands
  • Retains sense of responsibility for progress of a bid through the QinetiQ system and sets clear expectations for those involved
  • Strikes the right balance between control and influence: sets clear expectations while allowing autonomy

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.

  • Involves functional experts early in order to arrive at right solution and encourage engagement
  • Demonstrates flexibility and willingness to change assumptions/views when being challenged by others
  • Successfully establishes cross-functional teams
  • Plans interactions and meetings carefully; sets the agenda, structure and topics around mutually beneficial outcomes
  • Improves quality of output by subjecting it to scrutiny from appropriate colleagues
  • Identifies and then passes opportunities to colleagues and sets them up for success


Experience and qualifications

•    Business Winning Competence: Demonstrates competencies of the Business Winning and Capture Competency Framework at Level 2, and capable of achieving Level 3 across most competencies through professional development (or has the ability and an effective plan to address known shortfalls).
•    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.
•    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.
•    Deal Success: Has led, developed, negotiated and closed strategically important contracts (as a minimum that are greater than £10M in value).


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 and having the 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. Read more about our diverse and inclusive workplace culture here.  

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 a 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, adaptive and 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.

Please note that many roles in QinetiQ are subject to national security vetting. Applicants that already hold the appropriate level of vetting may be able to transfer it upon appointment, subject to approval. A number of roles are also subject to restrictions on access to information that mean factors such as nationality, previous nationalities held and the country in which you were born may have an effect on the roles that you can be employed in.