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Capture Manager - Maritime Programs

Date: 29-Jun-2021

Location: Ottawa, Carleton, CA

Company: QinetiQ

QinetiQ Canada is an entity of QinetiQ Ltd that delivers products, solutions, and services to Canadian Defence and Government organizations. Focusing on Targets, Test & Evaluation, and Training & Rehearsal, we work with customers throughout the entire life cycle of a project to ensure they are mission ready. Our suite of products for aerial, surface and maritime threats, surveillance and unmanned vehicles, are designed for customer success.  With bases in Medicine Hat, AB, Ottawa, ON and Ashford, UK, we bring the most advanced technology, the brightest minds, and a global reaching network to make mission-led innovation the QinetiQ difference.

 

QinetiQ is looking to recruit a Capture Manager – Maritime to work from our Ottawa office. This is a permanent position where the primary purpose of the Capture Manager is to lead strategically important captures designed to deliver significant growth of the organisation within five years.

 

This role will include occasional travel.

 

The secondary purposes of the Capture Manager are to:

1.      Support Business Development activity and grow the pipeline of opportunities for QinetiQ, and

2.      Contribute to the development of QinetiQ’s business strategy in Canada.

 

Key Accountabilities

 

  1. Customer relationships:
    1. Build and maintain relationships at senior management level in order to develop trust, gain customer insight and intelligence, shape customer requirements and position QinetiQ as the preferred partner (increase pWin).
    2. Manage the company-wide stakeholder engagement plan relevant to assigned captures.
  2. Leadership:
    1. Lead, motivate and guide a task-organised capture team comprising staff from QinetiQ Canada, other QinetiQ Group entities and (where relevant) partner companies and/or contractors.
  3. Capture Strategy:
    1. Collaborate broadly to develop QinetiQ’s capture strategy for assigned captures.
    2. Achieve buy-in and approval relevant company leadership for the capture strategy including associated capability investments.
  4. Capture Management: 
    1. Develop, maintain and manage the execution of a coherent, funded and resourced capture plan that details the implementation of win strategy whilst adhering to QinetiQ’s business winning policies and procedures.
    2. Oversee solution development activities for assigned captures, ensuring that solution maturity matches or exceeds customer expectations throughout the capture lifecycle.
    3. Represent the capture team in all relevant capture governance events.
  5. Business Development and Business Strategy
    1. Working with VP Business Development, contribute to market and competitive analysis to understand the market for assigned captures/campaigns/programs, including import/export of relevant QinetiQ products and services through Group entities.
    2. Support VP Business Development in engagements with potential customers and partners to identify and shape new business opportunities.
    3. Support the President and VP Business Development in developing the Integrated Strategic Business Plan and Country Strategy.
  6. In-year accountabilities:
    1. Achieve demonstrable progress against the approved capture strategy, associated capture plan and milestones, within approved budget and resourcing allocation.
    2. Demonstrate that the customer’s confidence is building with QinetiQ and our ability to deliver for them.
    3. Update win strategy as required to increase Pwin and ensure that the win strategy is understood by the Capture Team and key stakeholders.

 

Key Capabilities / Knowledge

 

  1. Essential – detailed understanding of capture management methodologies
  2. Essential – detailed understanding of Canadian government procurement processes, defence & security landscape, and defence industry 
  3. Essential –  ability to analyse and synthesise industry and competitive information contributing to capture planning and supporting documentation (ex. competition, SWOT, financials, schedule)
  4. Essential – ability to engage with customers and stakeholders at senior management and executive level
  5. Highly Desirable – working knowledge of project management and project estimation

 

Desirable – Working knowledge of operational training and test & evaluation infrastructure including ocean ranges and Live-Synthetic blended environments

 

Experience & Qualifications

 

  1. Essential – previous experience as a senior member of a capture team that successfully won a significant Canadian Defence contract (>$C50M)
  2. Essential – currently holds or able to obtain a Canadian SECRET security clearance.
  3. Highly Desirable – demonstrated experience in leading capture teams within the Canadian defence and security sector.
  4. Highly Desirable – At least 10 years of experience in the defence and security sector(s).
  5. Highly Desirable – Formal training in complex B2G sales (e.g. Shipley methodologies or equivalent)

 

Desirable – Tertiary qualifications in Business Management, Project Management or Finance.

Desirable – Previous career experience in the RCN or equivalent entity within the Five-Eyes community.

 

 

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