Now Hiring - Information Technology Capture Manager - Civilian in Washington, DC

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
Octo, an IBM company, is an industry-leading, award-winning provider of technical solutions for the federal government. At IBM/Octo, we specialize in providing agile software engineering, user experience design, cloud services, and digital strategy services that address government's most pressing missions. IBM/Octo delivers intelligent solutions and rapid results, yielding lower costs and measurable outcomes.
You…
As a Capture Manager at IBM/Octo, you will lead Capture efforts to secure new contracts across a broad spectrum of IT markets. The successful individual will lead the capture of new business awards through leading, motivating, guiding, and developing a team focused on the targeted opportunities (driven by the VP of sales, or their team).

You will utilize a disciplined approach to lead the capture process and to progress the PWIN and mature the capture of the targeted opportunities. You will work in a collaborative manner, with the IBM/Octo CTO, pricing, contracts, the line and proposal operations organizations to create solutions responsive to the customer needs. You will utilize IBM/Octo’s capabilities and insight on existing work; assist with the teaming with the right partners; assessing the viability and relevance of IBM/Octo’s past performance and key personnel and develop innovative and compelling solutions to meet customer requirements.

The Capture Manager will capitalize on the company’s established range of service offerings for Federal and Commercial customers, all delivered via industry best practices and processes. The candidate will develop strategies with the respective capture pursuit team (i.e. win themes; management solution; technical solution; teaming; pricing); coordinate corporate resources; build teams of subcontractors; assess competition; present decision gate briefings to executive management; manage bid and proposal funding; from the decision to bid to the post submission phase of an opportunity. Will coordinate with proposal development; contracts; pricing and oversee bid completions.

Responsibilities:

• Have a proven Track record capturing large opportunities in the Full & Open market, as well as use of GWACs/IDIQs vehicles to secure new contracts.
• Formally engage and lead multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a Requests for Information (RFI), Requests for Proposal (RFPs), and Statements of Work (SOWs) or presentations.
• Develop strategies with the respective capture pursuit team (i.e., win themes; management solution; technical solution; teaming; pricing); coordinate corporate resources; build teams of subcontractors; assess competition; present decision gate briefings to executive management; manage bid and proposal funding; from the decision to bid to the post submission phase of an opportunity.
• Build, position, and capture deals by infusing commercial innovation and leading-edge technologies to each bid opportunity.
• Collaborate with executive leadership, other members of IBM/Octo’s growth team, program/account managers, and technical groups to coordinate capture activities.
• Use his/her established network in Federal agencies to actively meet with potential clients, identify new business opportunities, and serve as Capture Manager for identified strategic pursuits.
• Actively contribute and command a winning proposal process, interacting closely with internal service centers including proposal operations, pricing and contracts, as well as other organizations.

Required Technical and Professional Expertise

• Proven experienced in securing large scale federal contracts as a capture manager.
• Possess the skills and experience to lead and inspire the Capture Team, to help foster capture practices within IBM/Octo.

• Will also have demonstrated success in gaining awards, and growing revenue, focused on multiple opportunities in the $50 million range or larger.
• Possess excellent interpersonal, verbal, and written communication, strong interpersonal skills (client-facing/interdepartmental) and clear communication style
• Proven skills in all areas of capture, including assessing win probability and value for opportunity targets, capture strategy and planning, building winning teams and solutions, pricing to win, and capture process schedule adherence.

Preferred Technical and Professional Expertise

• Experience in proposal pricing methodologies and strategies
• Experience in managing and contributing to winning proposal content.
• Excellent problem-solving skills with ability to analyze situations, identify existing or potential problems and recommend solutions

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

This job requires you to provide your COVID-19 vaccination status where legally permissible.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.