Senior Capture Manager

Role Purpose

Lead important capture opportunities designed to deliver new business in the short to medium-term (up to three years). Ensure QinetiQ engages effectively with customers, develops an understanding of their needs, and that they recognise the value and differentiation of our offer. Develop competitive strategies to position QinetiQ for success within qualified opportunities. Lead opportunities from early shaping through to deal closure by orchestrating a multi-functional team of specialists.

Key Accountabilities

• Strategy: Develop the capture win strategy and achieve approval from the Sector and/or Growth Leadership Team, including associated Business Development investments.
• Customer Relationships: Build and maintain relationships at senior management level, and provide support and insight to the Capture Team to drive long-term outcomes and pWin (probability of winning).
• Leadership: Demonstrate timely and successful delivery through strong leadership of a team spanning many areas of QinetiQ.
• In Year Accountabilities: Ensure customer confidence is building with QinetiQ and our ability to deliver. Deliver an ever-improving pWin and a clear win strategy understood by the Capture Team and key stakeholders.

Key Capabilities/Knowledge

• Broad Thinking: Think broadly and creatively about the industry and customer landscape. Develop offers from core capabilities, ensuring opportunities align with QinetiQ’s strategy and deliver profitable growth. Maintain a clear strategic perspective while driving the team to engage early and focus on key details to improve the potential of winning.
• Relationship Building: Actively seek to build and maintain trusting relationships with a wide network of relevant people in the industry, customer base, and QinetiQ, leveraging these relationships appropriately.
• Customer Focus: Ensure an understanding of the customer’s perspective and needs, both professionally and personally, focusing on what will deliver value to them. Effectively and rapidly build rapport and engagement of key individuals; develop and leverage a broad network across industry and QinetiQ.
• Commerciality: Develop solutions and bids that raise QinetiQ's P-Win. Help shape the deal and identify the best option, whether direct award or shaping customer requirements for ITTs/ITNs.
• Personal Impact: Adapt approach to communicate clearly, credibly, and positively when engaging different stakeholders, focusing on earning trust and gaining buy-in. Recognise that good Capture practice may be new to the team or organisation or conflict with established ways of working.
• Resilience: Maintain a positive, 'can do' approach throughout, dealing well with ambiguity and time pressures. Demonstrate endurance to ensure the right decisions are made for the right reasons.
• Takes Ownership: Take accountability for organising self and others to deliver for the customer and QinetiQ; consistently take the initiative and drive to achieve key outcomes for the capture activity.
• Collaborates Across Boundaries: Build effective cross-functional teams across QinetiQ to best focus on customer requirements, enhance win strategy, and align with broader strategy.

Experience & Qualifications

• Business Winning Competence: Demonstrable experience of having led several complex competitive captures within a defence or national security environment. Ability to critically analyse wins and losses and explain the recipe for future success. Understanding of key capture processes and associated colour reviews, and how to drive value from each.
• Leadership: Proven ability to lead teams of senior professionals spanning business and functional boundaries.
• Domain Relevance: Relevant experience of winning business with customers and industrial partners in a demonstrably similar environment.
• Execution of Win Strategy: Track record of win strategy development and execution of associated capture plans in complex, competitive environments to underpin a reasonable win percentage.
• Deal Success: Has led, developed, negotiated, and closed strategically important contracts with a value greater than £10M.

Why Join QinetiQ?

Join QinetiQ during an exciting period of global market growth. We offer a unique working environment where diverse teams collaborate openly to tackle complex challenges. Through effective teamwork, you'll experience the power of shared perspectives, blended disciplines, and linked technologies, constantly discovering new solutions in a diverse and inclusive environment where you can be authentic, feel valued, and realise your full potential. Visit our website to learn more about our culture: www.qinetiq.com/en/careers/life-at-qinetiq

Our Benefits

• Matched contribution pension scheme with life assurance
• Competitive holiday allowance, with the option to purchase additional days
• Options for Health Cash Plan, Private Medical Insurance, and Dental Insurance
• Employee discount portal offering Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets, and more
• Support for the Armed Forces community, honouring the Armed Forces Covenant and maintaining Gold Award status in the Defence Employer Recognition Scheme
• Volunteering Opportunities

Our Recruitment Process:

Applications are reviewed as received; early applications are encouraged as this vacancy will close once sufficient suitable applications are received. We aim for an inclusive recruitment process where everyone feels valued, heard, and supported. If you have a disability or health condition that may affect your assessment performance, please speak to your Recruiter about potential reasonable adjustments.

Many QinetiQ roles are subject to national security vetting. Applicants holding appropriate vetting may be able to transfer it. Some roles have additional restrictions based on nationality or previous nationalities.

All applicants for this role must be eligible for SC clearance as a minimum.