Senior Capture Manager

Company Description

Publicis Sapient is a digital transformation partner helping established organizations get to their future, digitally-enabled state, both in the way they work and the way they serve their customers. We help unlock value through a start-up mindset and modern methods, fusing strategy, consulting and customer experience with agile engineering and problem-solving creativity. United by our core values and our purpose of helping people thrive in the brave pursuit of next, our 20,000+ people in 53 offices around the world combine experience across technology, data sciences, consulting and customer obsession to accelerate our clients’ businesses through designing the products and services their customers truly value.

Job Description

We are seeking a Federal Business Development professional to join our elite Government Services Team to focus on developing new markets, new industries, and new clients. You will provide thought leadership and innovation in relentless pursuit of helping our clients achieve their goals. You will bring the full capabilities of Publicis Sapient to your client(s) to expand and grow the business. Your individual results roll-up to the results of our company growth, and in this role, you will harness the depth and breadth of Publicis Sapient’s portfolio and rich assets along with the unique capabilities we bring to bear through the Power of One with Publicis Groupe.

In this role, you will be tasked with the following:

Capture Management Leadership Activities:

• Own the development of Capture Strategies and Capture Plans for IT Modernization and Digital Transformation opportunities within the Federal Government
• 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
• Facilitate solution sessions with Publicis Sapient 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 proposal
• Develop storyboards, solution outlines, and graphic concepts for orals presentations
• Guide teams in the preparation for orals, to include refining speaking points that highlight win themes and facilitating 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, delivery SMEs, and personnel to support the capture effort in accordance with capture plans and schedules

Growth Management Leadership Activities

• Maintain a strong Federal and partner relationship network, short- and long-term roadmap, and tactical plan, executed and driven through pipeline management to sell full Publicis Sapient portfolio and range of capabilities
• Use personally developed network sources to identify and shape prospect opportunities, partnerships, and emerging market or new requirement opportunities, in one or more target accounts, at different stages of capture, acting as “One Publicis Sapient” to clients
• Cultivate the Publicis Sapient value proposition for Federal Government clients, emphasizing the impact of innovative technologies and the outcomes that can be achieved through digital transformation
• Ideate and develop thought leadership pieces on IT opportunities within the Federal Government; represent PS by presenting ideas at events and conferences attended by Federal clients and partners
• Ensure all opportunities are accurately reflected and forecasted in our CRM, and worked through appropriate business development, capture, and proposal gates
• Stay abreast of industry trends as well as trends in the digitally enabled world, including how these trends may affect client’s business and marketing initiatives, industry partnerships, and to proactively position PS as the preferred and differentiated solution provider

Qualifications

Qualifications

• Experience:  Demonstrable experience winning large, revenue-bearing contracts ($25M+) in the Federal space
• Business: Maintain a thorough understanding of Publicis Sapient’s 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 “