Capture Manager

About the Role

As Capture Manager you own pursuit strategy and execution across our regional opportunity set — from customer and requirement shaping through to bid-ready state. You drive win strategy, competitive positioning, teaming with industrial partners, and price-to-win development, then hand off to the tender and proposal function.
You work in close coordination with the regional relationship owner.

Capture is driven end-to-end across both region and HQ: the region owns customer relationships and in-country access; HQ owns the capture process, gate reviews, and price-to-win sign-off; you drive the pursuit across both and carry the compliance mandate within HQ rules.

Responsibilities

• Capture Ownership: Own capture plans, gate and milestone reviews, and win-theme development across the region pursuit set. Shipley-informed methodology, lean execution per our process.

• Customer & Requirement Shaping: Build and maintain the customer picture; shape requirements and engagement ahead of formal procurement.

• Win Strategy & Competitive Positioning: Develop and iterate win strategy, win themes, and competitive positioning in coordination with HQ.

• Price-to-Win: Develop price-to-win models in coordination with HQ; ensure pricing strategy is grounded in competitive and customer intelligence.

• Teaming & Local Partners: Manage teaming strategy and local industrial partner relationships, strictly within the compliance agreement and export-control rules.

• Relationship Continuity: Sustain and develop customer engagement established by previous wins; maintain active relationships across relevant staff and local offices.

Candidate Requirements

• 8–12+ years in defense business development or capture, with a demonstrated track record of won pursuits with local actors.

• Deep, active network within the region defense ecosystem and relevant offices.

• Strong working knowledge of regional defense procurement and decision-making dynamics.

• Capture methodology competence: win strategy, win-theme development, gate reviews, competitive positioning, price-to-win modelling, teaming negotiation.

• Compliance discipline: full adherence to our anti-corruption and export-control rules is a hard requirement — not a soft expectation.

• Familiarity with counter-UAS, UAS, ISR, or C2 systems is a strong plus.

• Relevant military or [Client/Government Authority] background is a strong asset for credibility and access.

• Track record matters more than degree; technical, defense/security studies, or business backgrounds are all viable.

• French and Arabic essential; working English required.

We look forward to hearing how you can help shape the future of autonomous defense systems at Harmattan AI.