Capture Portfolio Analyst, X-BAT Family of Systems (FoS) (R6011)

Job Description:

What you'll do:

Capture Portfolio Strategy and Management
Maintain an integrated view of the X-BAT FoS opportunity pipeline across near-term, mid-term, and long-range pursuits.
Analyze opportunities using criteria including timing, estimated value, probability of win, market attractiveness, strategic relevance, expected revenue contribution, and resourcing requirements.
Partner with the X-BAT FoS Capture Organization to identify priority opportunities, inform portfolio trade-space decisions, and recommend actions to strengthen the pipeline.
Track changes in opportunity value, timing, stage progression, probability of win, customer funding, and other factors that affect forecast confidence.
Identify pipeline gaps, timing shortfalls, concentration risks, single-point dependencies, and opportunities that lack sufficient capture activity or next steps.
Recommend actions to create pipeline resilience, including alternate pursuits, adjacent customers, related mission areas, acquisition pathways, partner opportunities, and additional sources of demand.
Maintain a forward-looking view of the X-BAT FoS opportunity space across a multi-year horizon and help identify and track actions needed to mature early opportunities into successful capture efforts.
Salesforce Data Quality and Reporting
Serve as the X-BAT FoS Capture organization’s lead for pipeline-data integrity, reporting standards, and Salesforce opportunity-management discipline.
Establish and maintain common expectations for opportunity stages, required data fields, forecast assumptions, probability assessments, next steps, and update cadence.
Review Salesforce opportunity records for accuracy, completeness, consistency, and credibility; coordinate with account and opportunity owners to correct gaps, stale data, and unsupported assumptions.
Develop and maintain concise dashboards, trackers, and pipeline-review products that provide visibility into portfolio health, capture status, forecast changes, and key risks.
Partner with enterprise business-systems teams, as required, to improve reports, dashboards, workflows, and data structures that support X-BAT FoS pipeline management.
Maintain common definitions, reporting guidance, and pipeline-management best practices across the organization.
Finance and Revenue Planning
Partner closely with Finance to ensure a clear, traceable connection between Salesforce opportunity data, bookings assumptions, revenue forecasts, customer funding expectations, and long-range financial plans.
Reconcile pipeline assumptions, forecast timing, probability assessments, and anticipated award values with financial-planning inputs and revenue-recognition assumptions.
Support scenario analysis to assess the effect of opportunity delays, funding changes, competitive losses, scope changes, and alternate capture outcomes on the X-BAT FoS forecast.
Help maintain a recurring pipeline-to-finance review cadence and track resulting actions, decisions, and assumption changes.
Pipeline Risk and Operating Rigor
Identify risks to current and future pipeline health, including schedule uncertainty, customer-funding risk, acquisition delays, competitive pressure, overreliance on a limited number of pursuits, and insufficient capture activity.
Develop risk-mitigation recommendations and contingency plans with capture leads, account owners, Finance, business development, programs, and other stakeholders.
Support recurring pipeline reviews through time-phased analyses and dashboards that show opportunity maturation, anticipated awards, bookings, backlog, revenue contribution, key decisions, and follow-up actions.
Support knowledge management by maintaining pipeline assumptions, opportunity histories, risk registers, and lessons learned from wins, losses, cancellations, and schedule slips.

Required qualifications:

Bachelor’s degree with 8+ years of relevant experience, Master’s degree with 6+ years of relevant experience, or PhD with 3+ years of relevant experience.
Experience in business development, capture, sales operations, program management, finance, consulting, or another analytical operating environment.
Strong analytical and problem-solving skills, including the ability to evaluate incomplete or changing data and develop clear, actionable recommendations.
Experience using Salesforce to analyze opportunity data, maintain pipeline visibility, develop reports or dashboards, and support business-planning decisions.
Strong proficiency in Microsoft Excel and PowerPoint, including development of concise analyses, trackers, dashboards, and briefing materials.
Demonstrated ability to manage data quality, establish reporting standards, and coordinate updates across multiple record owners or stakeholders.
Experience evaluating opportunities based on timing, value, probability, customer funding, strategic relevance, and expected business impact.
Experience leading and delivering cross-functional deliverables, decision points, and follow-up actions across multiple concurrent efforts.
U.S. citizenship required, with the ability to obtain and maintain a security clearance.

Preferred qualifications:

Experience supporting U.S. Government capture, defense business development, or government-contracting pipeline management.
Aviation, aerospace, defense, autonomy, uncrewed systems, tactical aviation, mission systems, AI-enabled capability, or advanced-manufacturing experience.
Familiarity with DoD or U.S. Government acquisition processes, budget cycles, requirements development, solicitations, and program-of-record pathways.
Experience developing or improving Salesforce reports, dashboards, opportunity-management processes, data governance, workflow automation, or CRM reporting.
Experience supporting domestic and international defense pursuits, including Foreign Military Sales, Direct Commercial Sales, or allied defense-market development.