Capture Management 4

  • Account Management
  • Research and share market updates with organization – Competitor mergers, press alerts, key legislation
  • Weekly updates to Program Manager - contacts, meetings, leads, etc.
  • Monthly updates to organization - pipeline, key contacts, Q&A, SEs assigned as tech leads to new opportunities
  • Provide Annual briefing of BD pipeline and tradeshow calendar, full briefing of product roadmaps, full briefing of industry intel including key competitor black hats
  • Plan and execute an annual organized gathering of product users either at a major trade show, or during Tech Expo
  • Capture
  • Attendance at bid meeting(s)
  • Responsible for references, past performance, and corporate overview content
  • Market research – Competitor bids, product capabilities, pricing, black hats, etc.
  • Organize and support Proposal review activities
  • Long Term Positioning Demos
  • Once per month travel and demonstration of products to existing (upgrade/upsell) or new (growth) customers
  • Work with products organization to ensure demo kits are constantly up to date
  • Work with procurement to address deficiencies in demo equipment
  • Trade Shows Planning
  • Annual update of a two year plan for trade shows including:
  • Required staffing and budgeting for Yr 1
  • Plan for Yr 2 show floor space and calendar
  • Booth Design
  • Logistics
  • Lead Management
  • After Action

Basic Qualifications:

  • Experience in Sales to the Public Safety Market
  • Knowledge and Understanding of Computer Aided Dispatch systems
  • Knowledge and Understanding of State and Local procurement processes
  • Experience managing CRM systems to track sales pipeline execution
  • A proven successful track record of expanding business client base in the public safety markets
  • A firm understanding of the principles of successful business development, customer engagement and the 'voice-of-the-customer'
  • Strong critical thinking and logical reasoning skills and the ability to apply them to solve issues and predict potential customer contract risks
  • Good working knowledge of desktop/laptop computers, MSOffice tools, VPN – as required for accomplishing responsibilities
  • Conducts business development with impeccable ethics; leads by example and fosters ethical behavior at all times. Maintains a positive and professional working environment
  • Possess leadership skills to develop, organize and execute significant capture activities, assessing win probability, and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers
  • Clear, concise oral and written communication skills
  • Served in or supervised 9-1-1 Dispatching / Communications functions for a mid to large agency
  • Served in roles involving IT or Communications technology systems deployment
  • Knowledge and Understanding of CAD-to-CAD systems
  • Experience working with shared purchasing contract vehicles like HGAC and GSA
  • Able to meet requirements to obtain a Secret clearance

Preferred Qualifications:

  • Served in or supervised 9-1-1 Dispatching / Communications functions for a mid to large agency
  • Served in roles involving IT or Communications technology systems deployment
  • Knowledge and Understanding of CAD-to-CAD systems
  • Experience working with shared purchasing contract vehicles like HGAC and GSA

Able to meet requirements to obtain a Secret clearance

Northrop Grumman is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class. For our complete EEO/AA and Pay Transparency statement, please visit www.northropgrumman.com/EEO. U.S. Citizenship is required for most positions.


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