Watson Health - Capture Manager - Canadian Government in Saskatoon at IBM

Date Posted: 5/20/2018

Job Snapshot

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Job Description

The primary function of the 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 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
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