Company: PARC, a Xerox Company
Location: Palo Alto
Posted on: June 24, 2022
PARC, a Company of Xerox, is seeking an experienced Capture
Manager to join our team. This role is an excellent opportunity to
leverage experience with the government R&D community,
technology commercialization, strategic partnership development,
and business operations, while working everyday with world renowned
innovators in the heart of Silicon Valley.
This role requires onsite presence in Palo Alto, CA. Relocation
assistance is available!
The Capture Manager is an established position on the Public Sector
Global Business Development team that is critical to translating
cutting-edge technology innovations into strategic engagements and
high-quality government proposals that fuel our pipeline of
high-impact commercial technologies.
The primary responsibility of this position is to provide a
centralized resource that supports PARC's research staff in
developing and implementing intelligence-driven government
engagement strategies for a broad portfolio of disruptive
technologies, and co-authoring high-quality proposals that
continuously increase the success and efficiency of our business
The Capture Manager is an integrated resource for PARC's research
staff to help them understand and innovate towards market needs,
identify potential sponsors for emerging technologies, and lead
interactions with targeted decision makers that lead to projects
receiving critical injections of funding. PARC's philosophy for
engaging with R&D leaders in the government is to empower the
bright minds of our research staff with market intelligence and
well formulated strategies that position them for successful
technical interactions and enables long-standing relationships
underpinned by PARC's scientific excellence and commitment to our
The role is anticipated to be 25% inward facing encompassing
engagement strategy development, operations development and
implementation, business development training and mentorship,
solicitation analysis, and financial forecasting; 25% outward
facing encompassing customer relationship development and
management, business intelligence collection and dissemination; and
50% encompassing end-to-end ownership of proposal development
This includes everything from developing innovative technology
concepts with research leaders for new proposals, reviewing the
technical writing contributions of PARC's world-class research
staff, individual technical writing contributions that clearly
articulates innovative technologies and their value propositions,
to managing the day-to-day progress of the proposal team, to
integrating and reviewing the final documents, and ensuring PARC's
proposal submissions are polished and professional.
- Play a leading role in the design, refinement, and
implementation of processes that deliver high impact strategic
engagements, proposal submissions and financial forecasting methods
that leverages industry best practices.
- Develop and maintain relationships with key public sector
decision makers aimed at understanding their interests and creating
new opportunities for PARC in digital design & manufacturing, video
& image analytics, artificial intelligence, human-computer teaming,
and signal processing.
- Coordinate with PARC's leadership to define and execute
"Sponsorship Campaigns" that are designed to build new business
offerings tailored to addressing core technology development needs
in the government.
- Provide input to PARC's leadership to help align their
technology development pipelines with a balance of near-term
government needs and longer-term growth areas for technology
- Define, negotiate, and manage strategic partnerships with
companies and organizations that enhance our ability to secure
public sector funding and position PARC's technology outputs for
- Review and assess solicitations and other funding opportunities
and engage research staff in ideation and concept development to
generate new technology offerings that are differentiated from our
- Lead proposal development kick-off meetings and ensure that all
task assignments are fully understood, managed and supported from
start to finish.
- Lead internal proposal reviews, synthesize technical feedback
and provide critical input to lead researchers on strategies for
improving the quality of PARC's proposals.
- Contribute technical writing, with an emphasis on communicating
concepts of operation and tailoring language for specific
- Contribute to the design of PARC's "signature" proposal style
and format, and ensure that it is consistently applied to all PARC
- Manage centralized internal and outsourced proposal support
resources such as technical writing, layout, and graphic arts.
- Act as final editor, ensuring that all proposals meet quality
and compliance standards.
- Coordinate executive review and approval of proposal
submissions, and execute accurate and timely final submissions.
- An ideal candidate would have a combination of the following
- B.S./M.S. in Computer Science (or a related field) and
demonstrated capability to grasp complex software and hardware
technology concepts, engage with PhD researchers on such topics in
a productive manner, and connect innovative new concepts to
- Familiar with machine learning techniques, cyber-physical
security technologies, ubiquitous and mobile computing, embedded
systems, data science techniques, and model-based systems for fault
detection and prediction in complex systems.
- Direct experience working with one or more of PARC's primary
public sector sponsors (i.e., DOD, DOE, NIH, NASA, DOT, etc.), as
well as an active network of contacts and relationships in the
- Excellent technical writing skills (writing samples may be
- Meticulous editor - the kind of person that cannot let a
document go until every page is uniformly formatted, every acronym
is defined, and every sentence is grammatically correct.
- Experience leading small teams and managing processes under
high-pressure time constraints without sacrificing quality.
- Experience in presenting complex subject matter and insightful
analysis to executive teams that ultimately helps drive informed
decisions and successful outcomes.
- General programming skills in at least one production-software
grade language (C/C++, Java, or Python).
- Experience in building new technology focused partnerships or
teaming arrangements with companies, universities, government
agencies, or non-profits.
- Strong background in leveraging Excel to extract new insights
from large datasets that inform growth strategies and increase the
accuracy of financial forecasting.
- Good communication skills and a team player that performs well
when faced with deadlines.
The Ideal Candidate
The ideal candidate is envisioned to be part "tech-geek" that is
able to understand the implications of novel technology concepts,
part "operator" with the ability to translate those concepts into
practical benefits from the perspective of the customer, and part
"craftsman" that is able to craft highly polished marketing and
This role will involve extensive interactions across PARC research
staff, operations staff, and the executive team, but will not
involve direct staff supervision until further channel growth
warrants additional support.
We offer a very competitive salary package and full benefits
(medical, dental, vision, life & disability insurance, 401K). PARC
employees enjoy the use of onsite health & fitness center and
collegial dining at our onsite cafeteria. The PARC campus is in a
spacious modern building in close proximity to the resources and
opportunities of Silicon Valley and benefits from nearby leading
universities such as Stanford and Berkeley. It is also close to
many amenities, top schools, and outdoor activities (see
http://www.parc.com/about/culture.html ). PARC provides a highly
diverse environment and is proud to be an equal opportunity
employer (see http://www.parc.com/about/careers/ ).
Keywords: PARC, a Xerox Company, Palo Alto , Capture Manager, Executive , Palo Alto, California
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