Capture Manager – Defense Business Development

About the role

Harmattan AI builds autonomous and scalable defense systems and is expanding its teams after a $200M Series B. As Capture Manager you own pursuit strategy and execution across the regional opportunity set, from customer and requirement shaping through to bid-ready state, and hand off to the tender and proposal function. You work closely with the regional relationship owner.

Key responsibilities

• Own capture plans, gate and milestone reviews, and win-theme development across the region's pursuit set, using a Shipley-informed methodology and lean execution.
• Build and maintain the customer picture, and shape requirements and engagement ahead of formal procurement.
• Develop and iterate win strategy, win themes and competitive positioning in coordination with HQ.
• Develop price-to-win models in coordination with HQ, grounded in competitive and customer intelligence.
• Manage teaming strategy and local industrial partner relationships within compliance agreements and export-control rules.
• Sustain and develop customer engagement established by previous wins across relevant staff and local offices.

Required profile

• 8-12+ years in defense business development or capture, with a track record of won pursuits with local actors.
• Deep, active network within the region's defense ecosystem and relevant offices.
• Strong working knowledge of regional defense procurement and decision-making dynamics.
• Full adherence to anti-corruption and export-control rules is a hard requirement.
• Familiarity with counter-UAS, UAS, ISR or C2 systems is a strong plus; military or client/government authority background is a strong asset.
• French and Arabic essential; working English required.

Required skills

• Capture methodology: win strategy, win-theme development, gate reviews, competitive positioning, price-to-win modelling, teaming negotiation.
• Defense procurement and decision-making dynamics.