Senior Capture Manager

The Company  Serving the People Who Serve the People 

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.  

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe.  Want to know more? See more of what we do here.

Granicus needs a Seasoned Capture Manager to guide and help lead our Federal proposal acquisition and submission processes, and proposal solicitation, acquisition and submission, as well as sales and business development teams. This position will lead growth activities including opportunity qualification, capture management, proposal development and oversight of pipeline growth. They will foster growth through strategic positioning, customer relations and industry partnerships to develop insights on client requirements, acquisition strategy, acquisition timing and contract vehicle choices to improve win rates. They will perform market research to include customer preferences, competitive analysis, and incumbent strengths and weaknesses. They will advise on teaming arrangements to bring the best capabilities to any competition.

This position must develop relationships with sales staff, sales management and proposal development peers across the company to provide responses to RFIs, and persuasive proposals. To be successful, you need to identify opportunities that leverage company-wide capabilities and lead cross-divisional collaborative teams to pursue these opportunities. Additionally, you will create and deliver executive presentations for gate/capture approvals. You will also lead proposal development, to include past performance, management and technical volumes, basis of effort development, staffing plans, and price to win strategies. Finally, you will also conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy and actions.  

What your impact will look like here:

• Lead the development of Capture Strategies and Capture Plans for opportunities and target accounts within State and Federal Governments, at different stages of capture.
• Play a lead role in writing/integrating proposal approaches and content, including executive summaries, win themes, organizational understanding, technical approaches, and management approaches.
• Collect market intel and perform competitive analyses to develop counter actions in support of capture strategies.
• Lead solution sessions with Granicus technical leaders to define the approaches and innovations that will best achieve the client’s desired outcomes.
• Develop storyboards, solution outlines, and graphic concepts to interweave into proposals and orals presentations.
• Lead teams in the preparation for orals, to include refining speaking points that highlight win themes and facilitating presentation and demo dry runs.
• Possess an expert-level ability to review statements of work and requests for proposals to strategize and develop proposals that are both compliant and compelling.
• Engage the right business unit executives, operations, pricing, implementation, product SMEs, and personnel to support the capture effort in accordance with capture plans and schedules.
• Develop and maintain a strong partner relationship network, short- and long-term roadmap, and tactical plan, executed and driven through pipeline management to sell full Granicus portfolio and range of capabilities.
• Cultivate the Granicus value proposition for clients, emphasizing the impact of innovative technologies and the outcomes that can be achieved through digital transformation.
• Ensure all opportunities are accurately reflected and forecasted in our CRM, and worked through appropriate business development, capture, and proposal gates.

You'll love this job if you have / can:

• Experience: Demonstrable experience winning large, revenue-bearing contracts in the State and Federal space
• Business: Maintain a thorough understanding of Granicus’ go-to-market offerings and solutions, brand and network building, industry trends, and client buying patterns
• Partnership: Ability to develop and nurture Trusted Partner-level relationships with both clients and internal stakeholders via a strong Industry POV, value-driven conversations at executive and decision maker level
• Execution: Recognition as a “do-er” that can develop compelling solution concepts, perform hands-on tasks to execute capture strategies, and craft narratives/proposals
• Leadership: Leverage strong leadership capability to organize and motivate internal SME teams, drive change and inspire/develop others, and operate independently with a data-driven, savvy approach to include research, business intelligence, and strategy
• Self: Strong learning mindset and drive for continuous evolution and self-improvement, including exceptional communication and negotiation skills, personal adaptability, and high empathy and curiosity
• Expert-level: proposal writing and review skills.