PLEASE NOTE:
GM DOES NOT PROVIDE IMMIGRATION-RELATED SPONSORSHIP FOR THIS ROLE. DO NOT APPLY FOR THIS ROLE IF YOU WILL NEED GM IMMIGRATION SPONSORSHIP (e.g., H-1B, TN, STEM OPT, etc.) NOW OR IN THE FUTURE.
Please Note:
Role subject to U.S. export control restrictions. Successful candidates must either be a U.S. Person (defined by U.S. law as a U.S. citizen, U.S. permanent resident, asylee, or refugee) or a non-U.S. Person who is eligible to obtain any required export control authorization.
Work Arrangement:
This role is based remotely, but if you live within a 50-mile radius of Atlanta, Austin, Detroit, Warren, Pontiac, or Milford, you are expected to report to that location three times a week, at minimum.
Relocation:
This job is not eligible for relocation benefits. Any relocation costs would be the responsibility of the selected candidate.
About GM Defense:
GM Defense is driving the future of military mobility by leveraging the best-in-class capabilities of General Motors for unmatched innovation, proven performance, and breakthrough life-cycle economics. We deliver reliable, affordable, and innovative products across a full spectrum of capabilities – integrated vehicles, electrification, autonomy, robotics, and security.
The Role:
GM Defense is actively engaged in the pursuit of Government program opportunities. These opportunities occur across the US Government, in the U.S. Department of Defense, (including the US Army, Navy, Marine Corps, Air Force and Joint Special Operations) and with international government/military customers. This role reports to the Vice President, Government Solutions & Strategy with responsibility to lead development of GMD processes and execution for activities for winning capture campaigns.
This senior individual contributor role is for a highly experienced technical expert in capture management that has extensive theoretical and practical knowledge on capture management, business development, and strategy. This role provides leadership for and oversees management of cross-functional processes, working groups, and teams to assess, develop, and capture GMD revenue and growth opportunities. The role is responsible for end-to-end processes and promoting excellence across the following value streams:
- Capture campaign development & support
- Proposal Development
- Pricing to Win
- Go to Market (GTM) Planning for Strategic Pursuits
- GMD Capture Process
- Opportunity & Competitive Intelligence
- Capture Support (Pricing to Win Process, Mentorship, Training, Toolbox, etc.)
- Coordination of Pursuit Partners
A fully qualified individual contributor will have proven capture acumen, be entrepreneurial, be organized, and be excessively customer focused. This individual will also have excellent people skills and able to advise and lead cross-functional teams of peers in a dynamic, fast paced, and demanding business environment. This individual will apply expertise to lead and execute a wide range of tasks, with a self-starter attitude, willing to “roll up the sleeves” with an “it’s on me” mentality to meet tight opportunity deadlines. This role requires strategic and critical thinking, exceptional problem solving and the ability to drive cross functional execution.
Individuals are expected to operate within the GM Behaviors, such as Think Customer, Be Inclusive, One Team, and Win with Integrity.
What You'll Do (Responsibilities):
LEADERSHIP
- Lead Capture Management Excellence (CMX)
- Provide strategic guidance on the conduct of captures to capture and new business managers.
- Implement capture process improvement initiatives and the establishment of best practices.
- Partner with Business Development, Strategy and cross functional leads to identify and resolve new business issues to increase Pwin (Probability of Win).
- Drive quality in opportunity risk assessment and reporting. Establish mitigation and contingency plans to increase Pwin.
- Perform Win/Loss Analysis to identify shortfalls and foster the development of a culture of continuous process improvement.
- Lead, facilitate and work closely with business development and capture teams in the crafting and shaping of win strategies.
MANAGEMENT
- Provide expertise and support for capture and proposal teams in the conduct of competitive assessments, strategy development, color teams, independent reviews and gate readiness
- Develop best practices associated with capture artifact development to ensure effective integration of win themes, customer hot buttons, strengths and discriminators
- Oversee capture manager/team development and drive quality of updates for each specific program Capture Plan and Win Strategy
- Ensure effective Program Management practices are integrated in proposal development. Provide management focus on winning green programs
TRAINING
- Provide oversight and training for capture and proposal teams to win new business
- Provide on-demand training to assist capture teams with closing knowledge gaps
- Mentor GMD capture management teams
- Train others to effectively perform win plan activities and develop capture process artifacts.
- Provide teams with best practices associated with capture artifact development to ensure effective integration of win themes, customer hot buttons, and discriminators
- Provide oversight and training for capture, proposal manager, and competitive analysis activities to win business and growth opportunities for GMD.
