IBM Watson Health - Capture Manager - Canadian Government in Markham, Canada
The primary function of the Capture Manager (CM) is to support the Government Health and Human Services (GHHS) Sales team with identifying, developing and winning new business and/or retaining/ expanding current business in a thought leadership capacity. Position requires the management and leadership of winning capture teams, effectively collaborating with assigned assets, subject & technical matter experts, functional leads, and account managers.
As a Capture Manager (CM), you will have the opportunity to make an immediate impact in expanding IBM Watson Health’s footprint across the government market. In this role, the CM will execute against a capture process using best practices to ensure the proposed solution is compliant, executable, financially viable and competitive bid.
The CM is responsible for leading the capture process for specific approved opportunities, complying with all internal sales stage entry/exit requirements. Construct and execute sales strategy and deal plan; including value proposition, win themes, tactics & action plan, relationship and communication plan and competitive analysis. Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy. The CM oversees teaming decisions, target pricing, and win strategies from pursuit initiation to award. Examples of day to day activities include:
Leading a team of professionals including technical, finance, legal, procurement, HR and proposal management through deal closure. Develop and maintain deal close plan, aligning proposition to client’s selection process, evaluation criteria and process. Understand the client’s organization and processes and manage all negotiations and closing activities accordingly.
Perform market research to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, incumbent strengths and weaknesses, and competitive environment assessments including conducting black-hats, competitive scenarios, etc.
Collaborates effectively with internal teams and external partners to sustain operational excellence, resolve conflicts, and achieve customer satisfaction
Ensure capture intelligence and strategies are included in the proposal
Manages the identification of gaps and develops strategies to overcome weaknesses and mitigate risks
Lead price to win assessments that drive solution approach with direct input into cost/price
Brief capture status to senior management at specified milestones in the capture process, when material changes occur and as needed.
Conducts after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
Leverage industry experience to understand complicated technical information
Deal with complex business relationships and manage multiple resources to deliver a strong, winning case to the prospective client
Act as the point of contact for resolution and escalation of all key sales pursuit related items with the client and internally
Assist in improving and enhancing the capture process as the organization evolves
Successful candidates will possess the following Attributes:
A creative thinker who can bring innovative ideas, new perspectives to strategies and solving problems
Ability to juggle multiple projects/deal of different size & scope in a changing environment
Demonstrated track record to ultimately deliver projects and assignments on target and on time
Ability to cope with a substantial amount of responsibility, remain calm under sometimes severe pressure, and can read and interpret instructions carefully
Proven ability to build, manage and foster a team-oriented environment.
Sense of urgency, with ability to drive decisions and work under critical deadlines
Leadership, problem solving, and decision-making abilities
Self-starter and ability to manage time independently without direct supervision
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Required Technical and Professional Expertise
8-10 years’ minimum experience in a Business development, Bid Management, project or Capture management or related role supporting sales efforts
5-7 years’ minimum, Healthcare market systems experience
Demonstrated track record of business with a minimum value of $10 million
Industry relationships and experience working with mid management to senior management
Proven Track record of building win-win partnerships with a team, and focus on understanding how to leverage solution differentiators
Preferred Tech and Prof Experience
4 year college bachelor’s degree or equivalent experience
3 years plus experience in Health and Human services for government agencies, or associated business for health and human services programs.
Knowledge of social insurance programs, and core functionality related
Knowledge of state government healthcare market opportunities and solutions
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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.