Capture Manager

About the role

Harmattan AI is seeking a Capture Manager to lead pursuit strategy and execution across its regional opportunity set. You will shape customer requirements, develop win strategies, manage pricing models, and coordinate with industrial partners, all while ensuring strict compliance with intermediary and export‑control regulations.

Key responsibilities

• Own capture plans, gate reviews, and win‑theme development using a Shipley‑informed methodology.
• Build and maintain a detailed customer picture, shaping requirements before formal procurement.
• Develop and iterate win strategies, competitive positioning, and price‑to‑win models in coordination with HQ.
• Manage teaming strategies and relationships with local industrial partners within compliance frameworks.
• Oversee agent and intermediary relationships under anti‑corruption and export‑control rules.
• Maintain continuity of customer engagement established by previous wins.

Required profile

• 8–12+ years of experience in defense business development or capture with a proven record of successful pursuits.
• Deep, active network within the regional defense ecosystem.
• Demonstrated ability to manage local intermediaries and agents under formal compliance frameworks.
• Strong knowledge of regional defense procurement and decision‑making dynamics.
• Competence in capture methodology, including win strategy, win‑theme development, gate reviews, and competitive positioning.

Required skills