Business Development Capture Manager SLED
Share
Job Location:
New York City, NY - USA
Monthly Salary:
Not Disclosed
Posted on:
17 hours ago
Vacancies:
1 Vacancy
Department:
Job Summary
Your Career
This role is responsible for leading the strategic programmatic capture efforts in the SLED (State Local and Education) districts. You will identify target opportunities qualify the program pipeline and win critical programs. Working closely with prospects and partners you will act as a subject-matter sales expert demonstrating how our solutions exceed customer requirements and quarterbacking win strategies with Field/Inside Sales Proposal Legal Finance and System Integrator teammates. This is a senior-level individual contributor position with a competitive compensation plan based on major program milestones and wins.
Your Impact
- Meet and exceed assigned pipeline and bookings quota MBOs through strategic capture efforts.
- Proactively collaborate with Senior Management and Sales Account Teams to provide market analysis and strategic recommendations for bid/no-bid decisions.
- Monitor relevant bid-boards and market intelligence sources to identify track and qualify new and existing opportunities.
- Lead cross-functional pursuit teams in developing and substantiating a winning value proposition that meets customer needs and analyzes critical business drivers and risks.
- Prepare and deliver information and decision briefings for senior management to ensure alignment and secure resources.
- Support price-to-win (PTW) analysis to establish competitive and profitable pricing strategies.
- Partner with key business units and their leadership to develop winning sales strategies and gather customer feedback to inform product and solution development.
- Engage with senior decision-makers and influencers internally and within customer accounts demonstrating credibility and building trusted relationships.
Qualifications :
Your Experience
- Bachelors degree or equivalent military/education experience and 15 years of related experience.
- Demonstrated success in the development and capture of large government programs specifically within the SLED market.
- Proven ability to articulate compelling business outcome-focused value propositions to executive and technical audiences.
- Experience leading complex cross-functional teams (e.g. Sales Legal Finance Engineering) through the entire capture and proposal lifecycle.
- Strong business acumen negotiation abilities and experience establishing teaming agreements.
- Experience working with channel partners system integrators and alliance teams.
- Adept at negotiating and establishing teaming arrangements/agreements.
- Familiarity with a broad range of application security and infrastructure software.
- Established contacts and intimate knowledge of the SLED market and procurement vehicles.
Additional Information :
The Team
Our sales team members work hand-in-hand 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 solutions-focused 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 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 :
Full-time
Key Skills
- Business Development
- Sales Experience
- B2B Sales
- Marketing
- Cold Calling
- Account Management
- Territory Management
- Salesforce
- Affiliate Marketing
- CRM Software
- negotiation
- Lead Generation
About Company
Our enterprise security platform detects and prevents known and unknown threats while safely enabling an increasingly complex and rapidly growing number of applications. Come be part of the team that redefined the firewall industry and is now the fastest-growing security company in hi ... View more
