What You‘ll Do
As a Capture Manager that specializes in Federal System Integrator engagement for the Federal Capture Team you will help identify and win major long-term opportunities. You will focus on both recompetes and net-new business by capitalizing on your expertise, built on both knowledge and experience, in the application of Federal Government regulations and System Integrator practices to promote the development of winning strategies.
You will:
Identify opportunities through researching Federal industry sources, publications, and announcements, participating in related events, and creating and maintaining a customer engagement strategy across military, government, intelligence, civilian and associated industry to build a pipeline of opportunities and contracts where a team approach and positioning will be necessary to win.
Research, uncover, understand, and analyze Federal agency strategic plans, priorities, and budgets to facilitate opportunity identification, pipeline development and prioritization, and creation of winning bid strategies. Having knowledge of agency and services acquisition laws, regulations, policies, and procedures to develop strategies to attract and win new business in the Federal market.
Coordinate with Sales Teams to identify the resources needed to pursue new business opportunities; identify gaps between how Cisco sells and how System Integrators procure and develop strategies that effectively address and close those gaps to win new business.
Leverage your Federal Industry knowledge and experience to provide expert insights and advice to sales, legal, finance, and business unit teams for the purpose of shaping both opportunities and bids to a competitive advantage.
Coordinate proposal planning and scheduling for managed pipeline activities in addition to supporting spur-of-the-moment requests for strategic Federal System Integrator advice and strategy development from across the Federal organization:
- Define our win targets (what winning means in each opportunity), establish a win strategy and build a plan to execute on that strategy.
- Coordinate the execution of that strategy; building the right internal and external teams to maximize Cisco’s win probability.
- Deliver results that best position Cisco technically, contractually, and profitably for the duration of the contract while supporting the customer’s mission.
Track and report on your efforts and results both to the internal Federal Capture Team and across the various Account Teams as your pursuits are identified and progress.
Continually enhance your skills; learning, building internal and external relationships, maintaining industry expertise, etc., to maximize Cisco’s chances of winning the next opportunity.
Who You'll Work With
As Capture Manager specializing in System Integrator engagement for the Federal Capture Team, you will closely align with the many Cisco Federal Account Teams, including account managers, regional managers and operations directors, in addition to interfacing with the parallel engineering teams to develop proposal strategies designed to win in a Federal environment.
During strategy development and solution delivery, you will collaborate with counterparts in Legal, Finance, Cisco Capital, Services, and Customer Experience. Your role will range from collaboration to coordination, advice, and winning strategy development, to delivery, contract compliance, and problem solution development.
We can only be successful together, so we emphasize a culture of helping each other, working together, winning together, and having fun together.
Who You Are
The ideal candidate possesses a diverse set of skills and capabilities, including an in-depth working knowledge of the vast array of Federal Acquisition laws, regulations, policies and procedures that govern the System Integrators and specifically the Federal Information Technology Market; the ability to develop strategic shaping, and bid and proposal approaches that close the gap between how Cisco sells and how the Federal Government buys; the ability to build and maintain relationships across the Federal Government in order to effectively position Cisco; and an ability to coordinate the right Cisco story with the right decision makers at the right times.
You are proficient at building and strengthening relationships with internal teammates, Federal customers and Federal system integrator organizations.
You excel when taking the lead on an opportunity pursuit effort and directing a diverse team of contributors toward the next win.
You have a thorough understanding of IT solution selling, System Integrators and associated budget and acquisition cycles, and the overall federal IT market.
You effectively manage competing priorities and can skillfully execute under pressure to meet tight deadlines and respond to challenging asks.
You love to hunt and win. You relish the chase, the competition, and the thrill of playing the ‘chess game’ to victory, particularly when that win isn’t an automatic for Cisco.
You are committed to the pursuit of a “how can it be done” approach to new and challenging environments with the ability to develop and advise on new or unique approaches to accomplishing desired outcomes.
Must Have Skills
- Ability to identify critical stakeholders and bring them together to coordinate and collaborate on the development of critical win strategies.
- Skill in analyzing Federal budgets, budget cycles, and acquisition cycles and the associated impact on sales objectives.
- Ability to provide consultative support to the Account Teams and Sales Leadership.
- Ability to communicate, demonstrate, and provide convincing relevance for Cisco solutions.
- Clear understanding of high-level business balances between the longer-term goals and the nearer term strategies.
Required Education and Experience
- Bachelors Degree with Masters Degree desired
- 15+ years experience working with Federal System Integrators and Defense Industrial Base
- Understanding of BD/Capture process
- Experience in developing and managing execution plans
- Secret or above security clearance highly desirable
- Willingness and ability to travel 25% as needed
Why Cisco
#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference, powering an inclusive future for all.
From our technology and diversity to giving back and our people – employees love working at Cisco! We are self-aware of ourselves and our environment. We feel accountable and empowered to contribute to a culture where everyone thrives and where we intentionally seek out, learn, understand, and appreciate who - and what - surrounds us. We embrace a Conscious Culture and that’s what a Conscious Culture is all about.
We embrace digital, and help our customers implement digital transformation. “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it). In addition to Cisco’s pivot to become a software company we are also one of the largest security companies in the world. We spend over $6B annually on independent research and development, and have even invented an intuitive network that adapts, predicts, learns, and protects. No other company can do what we do – you can’t put us in a box!
Message to applicants applying to work in the U.S.:
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco pays at the standard rate of 1% of incentive target for each 1% revenue attainment against the quota up to 100%. Once performance exceeds 100% quota attainment, incentive rates may increase up to five times the standard rate with no cap on incentive compensation. For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.
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