Capture Manager

ABOUT US Harmattan AI is a next-generation defense prime building autonomous and scalable defense systems. Following the close of a $200M Series B, valuing the company at $1.4 billion, we are expanding our teams and capabilities to deliver mission-critical systems to allied forces. Our work is guided by clear values: building technologies with real-world impact, pursuing excellence in everything we do, setting ambitious goals, and taking on the hardest technical challenges. We operate in a demanding environment where rigor, ownership, and execution are expected. 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 and operate strictly within the company's intermediary-compliance and export-control framework. 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. - Intermediary & Compliance Management: Manage agent and intermediary relationships under our anti-corruption framework and local 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. - Proven experience managing local intermediaries and agents under a formal compliance framework, with a clean record doing so. - 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.