Business Development Capture Manager - DOD
Business Development Capture Manager - DOD
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1 Vacancy
Job Description
Your Career
The BD/Capture Manager for the DoD market is responsible for leading the strategic programmatic Business Development and capture efforts within the Department of Defense. Responsible for identifying target opportunities qualifying program pipeline and being the face of Palo Alto Networks to critical mission owners and stakeholders including officers mission owners across agencies up to and including CXOlevel relationships. Youll work closely with prospects and partners as a subjectmatter sales expert to demonstrate how a proposed solution meets and exceeds customer requirements and in quarterbacking win strategies that utilize Field/Inside Sales Proposal Legal Finance and System Integrator teammates. This is an individual contributor position with a competitive compensation plan based on major program milestones and wins.
This is the opportunity for those interested in being a part of something bigger than themselves. We are out to fulfill our company mission with the strongest products in the industry. To fit in this role you are personable willing to ask questions always learning have a strong work ethic are persistent and coachable. You are confident in who you are and able to enjoy the personable interactions that come with a job in sales. Becoming a part of the team means you will be surrounded by amazing smart and hardworking teammates and thats a great place to be. Plus the added bonus of changing the world Now thats just icing on the cake.
Your Impact
Responsible for meeting and exceeding assigned pipeline and bookings quota MBOs
Work closely with the Senior Management and Sales Account Team to provide relevant analysis/market information and strategic recommendations to result in a bid/nobid decision
Monitor relevant bidboards to help find and track new and existing opportunities
Ensure Business Development Program Capture pipeline is aligned with the associated Sales Directors priorities perform in a fastpaced deadlineoriented work environment
Lead pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer including analyzing critical business drivers and risks
Prepare and provide information and decision briefings for senior management
Responsible for validating/endorsing the technical solution in close partnership with the Solution Architect and/or sales engineering team
Coordinates with the Programs team to assure that solution design can be properly delivered
Develop a timeline and ensures that we meet key deal milestones and deadlines
Postaward lead handoff process to transition a contract to the Programs team to lead
Become an expert in your domain develop appropriate technical expertise understand the value to the mission ghost the competition and use passion and conviction to win
Work with Product Managers Sales Engineering Sales Operations Legal and other resources to close complex opportunities must work well in a team environment
Partner with key business units and their leadership in developing winning value propositions sales strategies and gathering customer feedback
Incubate and pioneer sales GTM approaches and develop them into a repeatable process for our sales force and partner community
Engage with senior decisionmakers and influencers internally and within the accounts supported must be comfortable and credible in executive conversations
Qualifications :
Your Experience
Experience Identifying and Closing Large Program Captures
Proven ability to articulate compelling business outcomefocused value propositions
Proven program management skills and able to demonstrate leadership capabilities
Experience working with Channel and Alliance teams
Demonstrated success in the development and capture of large government programs
Adept at negotiating and establishing teaming arrangements/agreements
Crossfunctional influence relationship building and project management skills toward a broad constituency ranging from customers channel partners sales marketing and technical management
Strong business acumen and negotiation abilities
Willing to take a leadership role in driving initiatives working across organizations and structuring approaches to new opportunities
Familiarity with a broad range of application security and infrastructure software is desirable
Strategic thinking and planning skills demonstrated effectiveness in conducting market analysis prioritizing investments and measuring growth in territory and quota is preferred
Direct selling expertise hunter mentality is a plus
A solid presenter who is confident and able to sell ideas to internal and external stakeholders is desired
Established contacts and intimate knowledge of the IC Market is desired
Bachelors degree or equivalent military experience required
Additional Information :
The Team
Our sales team members work handinhand with large organizations around the world to keep their digital environments protected. We educate inspire and empower our potential clients in their journey to security.
As part of our sales team you are empowered with unmatched systems and tools constantly updated research and sales libraries and a team built on joint success. You wont find someone at Palo Alto Networks that isnt committed to your success with everyone pitching in to assist when it comes to solutions selling learning and development. As a member of our sales team you are motivated by a solutionsfocused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.
Compensation Disclosure
The compensation offered for this position will depend on qualifications experience and work location. For candidates who receive an offer at the posted level the starting base salary (for nonsales roles) or base salary commission target (for sales/commissioned roles) is expected to be between $158000 $255000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
Our Commitment
Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant accomplish our mission without diverse teams innovating together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need please contact us at .
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace and all qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
Is role eligible for Immigration Sponsorship No. Please note that we will not sponsor applicants for work visas for this position.
Remote Work :
Yes
Employment Type :
Fulltime
Employment Type
Remote
