Capture Manager - Business Development Analyst

Job Description

Space is a critical domain, connecting our technologies, our security and our humanity. While others view space as a destination, we see it as a realm of possibilities, where we can do more - we can innovate, invest, inspire and integrate our capabilities to transform the future.


At Lockheed Martin Space, we aim to harness the full potential of space to cultivate innovation, reduce costs, and push the boundaries of what technology can achieve. We're creating future-ready solutions, focusing on resiliency and urgency through our 21st Century Security® vision. We're erasing boundaries and forming partnerships across industries and around the world. We're advancing spacecraft and the workforce to fuel the next generation. And we're reimagining how space can connect us, ensuring security and prosperity.

The Strategy & Business Development team is seeking a Business Development Analyst to aid in the development of a customer focused strategy aligned with Space Security technology roadmaps for the Space Test, Training & Exercise (TTE) Mission Focus Area.

This individual will:
• Assist in identifying future opportunities and frame what comes next for the Space enterprise. T
• Have a background and understanding of capture & proposal management and be well versed in U.S. Space Force Space Control &/or Operational Test & Training Infrastructure (OTTI) Live/Physical and Digital Operations Range missions.
• Work with a highly integrated team of technical professionals & cross-functional disciplines in support of achieving sales growth objectives.
• Be directly responsible for customer interactions to shape future opportunities.
• Be responsible for providing guidance to the capture teams from analyzing Requests for Proposals (RFPs), organizing proposal volumes, through coordinating color teams and management reviews.
• May function as both a proposal & capture manager for pursuits including shaping follow-on and adjacent markets with resilient architectures and strategies.
• Lead the new business capture process including developing strategy, position to win, competitive intelligence analysis, leading Gold Teams, Black Hats, and EPPs. and will develop, plan, and schedule proposal activities.
• Be responsible for ensuring delivery of proposals that are compliant with cost, schedule, and technical requirements and identify key Lockheed Martin discriminators that directly address customer values.
• Request and manage Marketing Assist (MA), Bid and Proposal (B&P), and Independent Research & Development (IRAD) budgets to ensure investments remain aligned to strategic growth.
• Additional responsibilities: attending industry events, conferences, summits, & symposiums, identifying & establishing industry partnerships to maximize new business growth & collaborating with Engineering Leadership to support strategic growth. The position will also support the overall strategy development within the Space Security & Intelligence mission segment of the National Security Space LOB with the goal of significant LRP growth.


Key Responsibilities:
• Assess industry & customer trends to identify opportunities
• Track the request & usage of New Business Acquisition Expenditure (NBAE) funds
• Develop communications materials for customer engagements and presentations
• Identify customer values and ensure inclusion of values in proposal offerings and solutions
• Execute proposal campaigns to deliver compliant responses that meet customer values
• Coordinate and attend industry events and attendance to ensure robust representation at trade shows and symposia
• Prepare presentations and brief Lockheed Martin and Customer Executives throughout the Capture Lifecycle

Key Metrics that will Define your Success in this Position:
• Your ability to organize and execute a schedule
• Your effectiveness in organizing and evaluating requests
• Successful maintenance of the new business pipeline and reviews
• Your communication with the team and executives

Basic Qualifications

• Experience in business development, capture management, and/or program management.
• Knowledge of National Security Space customers, their missions, enabling technologies, programs, key opportunities.
• Experience leading competitive pursuits.
• Experience supporting customer contact tracking, decision mapping, competitive intelligence and customer assessments.
• Demonstrated experience organizing and presenting data to senior/executive management. Communications skills in Power Point, Written media, and verbal presentations.
• Experience in leveraging stakeholder functional organizations: Program Management, Engineering, Sustainment Operations, Contracts, Business Ventures/Offset, and Legal
• Current Top Secret Single-Scope Background Investigation (SSBI)

Desired skills

• Active TS/SCI with CI Poly.
• Knowledge the Space Training and Readiness Command customer, the Operational Test and Training Infrastructure (OTTI) missions, enabling technologies, programs, key opportunities.
• Extensive understanding of Lockheed Martin win plan, capture process, and business development practices.
• Demonstrated ability to proactively drive change and aggressively engage competitively to grow a large business unit in the aerospace and defense industry.
• Ability to think strategically and manage the development and execution of long-range objectives and strategic plans by identifying internal and external strategic opportunities and issues that could affect growth and profitability.

#SpaceSBD

EEO

Lockheed Martin is an equal opportunity employer. Qualified candidates will be considered without regard to legally protected characteristics.
The application window will close in 90 days; applicants are encouraged to apply within 5 - 30 days of the requisition posting date in order to receive optimal consideration.

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At Lockheed Martin, we use our passion for purposeful innovation to help keep people safe and solve the world's most complex challenges. Our people are some of the greatest minds in the industry and truly make Lockheed Martin a great place to work.


With our employees as our priority, we provide diverse career opportunities designed to propel, develop, and boost agility. Our flexible schedules, competitive pay, and comprehensive benefits enable our employees to live a healthy, fulfilling life at and outside of work. We place an emphasis on empowering our employees by fostering an inclusive environment built upon integrity and corporate responsibility.

If this sounds like a culture you connect with, you're invited to apply for this role. Or, if you are unsure whether your experience aligns with the requirements of this position, we encourage you to search on Lockheed Martin Jobs, and apply for roles that align with your qualifications.

Other Important Information

By applying to this job, you are expressing interest in this position and could be considered for other career opportunities where similar skills and requirements have been identified as a match. Should this match be identified you may be contacted for this and future openings.

Work Schedule Information

Lockheed Martin supports a variety of alternate work schedules that provide additional flexibility to our employees. Schedules range from standard 40 hours over a five day work week while others may be condensed. These condensed schedules provide employees with additional time away from the office and are in addition to our Paid Time off benefits.

National Pay Statement

Pay Rate: The annual base salary range for this position in California, Massachusetts, and New York (excluding most major metropolitan areas), Colorado, Hawaii, Illinois, Maryland, Minnesota, New Jersey, Vermont, Washington or Washington DC is $109,200 - $192,510. For states not referenced above, the salary range for this position will reflect the candidate's final work location. Please note that the salary information is a general guideline only. Lockheed Martin considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education/ training, key skills as well as market and business considerations when extending an offer.
Benefits offered: Medical, Dental, Vision, Life Insurance, Short-Term Disability, Long-Term Disability, 401(k) match, Flexible Spending Accounts, EAP, Education Assistance, Parental Leave, Paid time off, and Holidays.
(Washington state applicants only) Non-represented full-time employees: accrue at least 10 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; receive at least 90 hours for holidays. Represented full time employees accrue 6.67 hours of Vacation per month; accrue up to 52 hours of sick leave annually; receive at least 96 hours for holidays. PTO, Vacation, sick leave, and holiday hours are prorated based on start date during the calendar year.
This position is incentive plan eligible.

Premium Pay Statement

Pay Rate: The annual base salary range for this position in most major metropolitan areas in California, Massachusetts, and New York is $125,600 - $217,695. For states not referenced above, the salary range for this position will reflect the candidate's final work location. Please note that the salary information is a general guideline only. Lockheed Martin considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education/ training, key skills as well as market and business considerations when extending an offer.
Benefits offered: Medical, Dental, Vision, Life Insurance, Short-Term Disability, Long-Term Disability, 401(k) match, Flexible Spending Accounts, EAP, Education Assistance, Parental Leave, Paid time off, and Holidays.
This position is incentive plan eligible.