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IBM Watson Health Sr. Capture Manager - GHHS in San Jose, California


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

The primary function of the Senior 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 US 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

We live in a moment of remarkable change and opportunity. Discover what you can make of this moment.

Embark on the journey with us! Apply now to explore this opportunity

Required Technical and Professional Expertise

  • 5 years’ minimum experience in a business development, bid management, project or capture management or related role supporting sales efforts

  • 3 years’ minimum, healthcare market systems experience

  • Experience with government, preferably state or large complex procurements

  • Demonstrated track record of capturing state business

  • Industry relationships and experience working with mid management to C-Level

  • Proven track record of building successful partnerships with a team, and focus on understanding how to leverage solution differentiators

Preferred Technical and Professional Expertise

  • 4 year college bachelor’s degree or equivalent experience

  • 5-7 years experience in Health and Human Services for government agencies, or associated business for Health and Human Services programs

  • Knowledge of government health assistance programs, and related core functionality

  • Knowledge of state government healthcare market opportunities and solutions

  • State government experience highly preferred

About Business Unit

IBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM

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.