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Palo Alto Networks · 3 days ago

Business Development Capture Manager - DOD

Reston, VA

Full-time

Onsite

Senior Level

$158K/yr - $255K/yr

Palo Alto Networks is dedicated to being the cybersecurity partner of choice, aiming to protect the digital way of life. The BD/Capture Manager for the DoD market will lead strategic business development and capture efforts, focusing on identifying opportunities and engaging with key stakeholders within the Department of Defense.

Agentic AICloud SecurityCyber SecurityNetwork SecuritySecurity

Growth Opportunities

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

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/no-bid decision

Monitor relevant bid-boards to help find and track new and existing opportunities

Ensure Business Development Program Capture pipeline is aligned with the associated Sales Director’s priorities perform in a fast-paced, deadline-oriented 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

Post-award 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 decision-makers and influencers internally and within the accounts supported - must be comfortable and credible in executive conversations

Qualification

Business DevelopmentProgram ManagementGovernment Programs ExperienceNegotiation SkillsSales ExpertiseStrategic ThinkingRelationship BuildingCross-functional InfluenceSecurity ClearanceChannelAlliance ExperienceTechnical ExpertisePresentation Skills

Required

Experience Identifying and Closing Large Program Captures

Proven ability to articulate compelling, business outcome-focused, 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

Cross-functional 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

Bachelor's degree or equivalent military experience required

Security clearance is required

Preferred

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