New

Program Manager 2 - Growth & Capture

Draper Labs
United States, Massachusetts, Cambridge
555 Technology Square (Show on map)
Apr 28, 2025
Overview: Draper is an independent, nonprofit research and development company headquartered in Cambridge, MA. The 2,000+ employees of Draper tackle important national challenges with a promise of delivering successful and usable solutions. From military defense and space exploration to biomedical engineering, lives often depend on the solutions we provide. Our multidisciplinary teams of engineers and scientists work in a collaborative environment that inspires the cross-fertilization of ideas necessary for true innovation. For more information about Draper, visit www.draper.com. Job Description Summary: The Growth and Capture Program Manager identifies and captures new business opportunities that align with Draper's Electronic Systems business strategy and integrated business plan. The Growth and Capture Program Manager expands the addressable markets for Electronic Systems beyond its current customer base to all those customers with a feasible need for Electronic Systems' products and services and coordinates the development of new products and services that make the expanded market reachable by identifying the needed features and capabilities that must be offered by Electronic Systems to access its complete potential market. The Growth and Capture Program Manager will: Identify business opportunities consistent with the business area strategy and business plan, qualify those opportunities, and then track and manage those opportunities through the business capture phase via the Customer Relationship Management system. Work with the Electronic Systems leadership team to focus on substantially increasing the addressable market for Electronic Systems offerings beyond opportunities available within the current customer set to include all potential customers with needs for Electronic Systems offerings. Work with other program managers throughout Electronic Systems initially leading and possibly transitioning capture responsibility to other program managers but always maintaining responsibility for optimizing capture across all opportunities in their portfolio. Work with proposal leaders to inculcate the proposal team with win themes developed throughout the earlier capture phases and acts as a critical proposal evaluator through all proposal review phases. Work with other Growth and Capture team members and with other Electronic Systems staff to build and maintain a pipeline of opportunities over the five-year time span of the Electronic Systems Integrated Business Plan that at least meets and preferably substantially exceeds the operational plan for Electronic System. Focus on high return opportunities (i.e., "whales") while at the same time weighing their capture expense against the size of award to optimize return on investment (ROI). Identify investment (S&C, B&P, IRaD, and CapEx) needed to maintain pipeline and ongoing capture activities and maintain an ROI consistent with the Electronic Systems business plan. Job Description:* Duties/Responsibilities * Develop personal credibility with sponsor organizations and program staff, with a clear ability to organize, motivate, and lead teams in business capture and execution activities. * Responsible for managing complex programs that may involve managing fixed price contract with high dollar volume or contract length. * Develop personal credibility with sponsor organizations and program staff, with a clear ability to organize, motivate, and lead teams in business capture and execution activities. * Oversees program budget and schedules. * Responsible for program growth. * Responsible for marketing new technology or follow-up on business acquisition. * May be responsible for business development within current customer base and/or for new customers. * Responsible for program execution including interfacing with customers * Coordinating successful execution of programs with internal stakeholders. * Ensures contractual deliverables are completed on schedule and within the approved budget. * Support Program Directors, Business Area Leads, and Senior Program Managers in the development of internal products and provide recommendations for research and development. * Develop technical program management best practices and provide training/mentoring to project teams * Monitors dependencies across multiple inter-related technical projects to adhere to methodologies, budgets, and timing * Gather and report consolidated technical project status and financial information to leadership * Recommends changes to improve processes and alleviate process inaccuracy and duplication. Skills/Abilities * Program and project management skills. * Ability to quickly learn new technologies and/or new applications. * Knowledge and proven track record of successful business interaction. * Ability to be persuasive and a strong relationship builder. * Possess excellent communications, presentation and networking skills. * Ability to travel on an as needed basis. * Proficiency with Microsoft Office Applications: Word, Excel, and Outlook. * Deep expertise in leading program execution of full lifecycle projects; identifying, capturing, and growing new business; and managing customer engagement. * Experience growing business in the areas of R&D technology development, and/or integration of new technology into existing, fielded systems. * Excellent written and verbal communications, presentations skills, organizational and time management skills. Must be able to clearly and concisely present complicated information and relationships to executive leadership, peers, staff, customers, and stakeholders. * Passion about Draper's non-profit mission to make impact on the most challenging national security problems Education Bachelor's Degree in Engineering, Business or equivalent discipline required. Experience * 5-7 years program related experience in functional or program management. * Experience in program related area with functional or program management. Additional Job Description: Preferred Qualifications Demonstrated success for a minimum of four years in organizing/supporting business development, especially through capture phase, driving a rapidly growing business area (>10% CAGR). Customer intimacy with a large portion of the Electronic Systems current and potential customer base. Demonstrated success leading and monitoring program execution of programs that are critical to development of capabilities needed to support planned future business and business strategic success. Two years of experience performing business planning including development of business strategy and development of a multi-year business plan including financial planning and evaluation of return-on-investment alternatives. Demonstrated success working across multiple business tools (for CRM, financial planning and analysis, project management, scheduling, communication, etc.) to capture information critical to business success and extracting data for optimal business tracking and decision making. Two years of experience budgeting for business financial resource investment and determining its impact on overall return on investment. Five years of experience working across multiple organizations within a corporation while negotiating priorities of each, advocating for their participation in corporate objectives, and achieving optimum contributions from all. Applicants selected for this position will be required to obtain and maintain a government security clearance Connect With Draper for Future Opportunities! If you don't find the right posting in our Career Opportunities, you may submit your resume for future consideration. Job Location - City: Cambridge Job Location - State: Massachusetts Job Location - Postal Code: 02139-3563 Our work is very important to us, but so is our life outside of work. Draper supports many programs to improve work-life balance including workplace flexibility, employee clubs ranging from photography to yoga, health and finance workshops, off site social events and discounts to local museums and cultural activities. If this specific job opportunity and the chance to work at a nationally renowned R&D innovation company appeals to you, apply now www.draper.com/careers. Draper is committed to creating an inclusive environment. We understand the value of inclusivity and its impact on a high-performance culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, national origin, veteran status, or genetic information. Draper is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation, please contact hr@draper.com.