CenturyLink (NYSE: CTL) is a global communications and IT services company focused on connecting its customers to the power of the digital world. CenturyLink offers network and data systems management, big data analytics, managed security services, hosting, cloud, and IT consulting services. The company provides broadband, voice, video, advanced data and managed network services over a robust 265,000-route-mile U.S. fiber network and a 360,000-route-mile international transport network. Visit CenturyLink for more information.
This SLED Capture manager position will be the external CenturyLink face to the State and Local Goverment and Education industry, participating in Key Associations and Conferences, interfacing with SLED government leaders and internal/external policy and legislative agencies within an assigned geographic area. Negotiating strategic contract vehicles as a central focus of our go-to-market strategy and bringing these strategies as best practices to the CenturyLink SLED sales and support organizations.
The individual will be responsible for the pursuit of State and Local government strategic opportunities to include, but not limited to: strategy sessions with senior sales and support leadership to develop GTM motion; engagement with Policy and Regulators to shape CTL state-specific strategies; proposal shaping activities; orchestrate capture activities during the proposal phase, and post-submittal activities, and be responsible for leading opportunities toward high win probability. This will involve full life cycle capture management including managing the opportunity assessment process, assisting with the bid / no bid decisions, assist in building relationships with key partners, designing and executing a winning proposal strategy.
Require demonstrated experience in the following areas:
•Strategic Thinking and Execution - Capture efforts within state and local government of potential revenues of over $100 million by determining capture team resources requirements and costs associated with the bid. Understands capabilities, strengths, and weaknesses and directs the development of strategies and marketing philosophies.
•Customer and Business Knowledge - Create win themes and strategies including value propositions and have full responsibility for executing all aspects of the capture process through contract win. Identifies and obtains a commitment from business partners to ensure a winning team.
•Leads the Capture Management strategy and execution to qualify new business opportunities within the pipeline.
•Supports lifecycle Capture Management efforts, including new business and re-competes.
•Lead large strategic bids including the development of technical solutions and win strategies.
•Provide leadership and execution of effective capture plans utilizing established internal tools and processes.
•Position may require the management and leadership of winning direct or dotted line capture teams, effectively collaborating with assigned assets, subject technical matter experts, functional leads and program managers.
•Gather, assess, and validates customer requirements working closely with Sales and Business Development leads.
•Assess probable competition and evaluates relative strengths and threats.
•Oversees Black Hats, competitive scenarios, etc.
•Translates requirements into robust win strategies, carefully tested and validated.
•Collaborates effectively with internal teams and external partners to sustain operational excellence, resolve conflicts, and achieve customer satisfaction.
•Manages the identification of gaps and develops strategies to overcome weaknesses while mitigating risk.
•Ten 10) or more years of Capture & Proposal Management experience in the State government market.
•Extensive knowledge, experience, and success in the entire capture process.
•Solid experience in all contract types, as well as IDIQ, is expected.
•Demonstrated ability to collaborate and build win-win partnerships externally and internally.
•Focus on understanding how to create competitive discriminators in a highly cost-competitive environment.
•Solid network and extensive customer knowledge in the client base with proven ability to leverage connections.
•Must have a valid driver’s license and a satisfactory driving record
Alternate Location: US-Arizona-Phoenix; US-Colorado-Denver; US-Utah-Salt Lake City
Requisition #: 211243