Palo Alto Networks · 21 hours ago
Business Development Capture Manager - SLED
United States
Full-time
Remote
Senior Level, Lead/Staff
$158K/yr - $255K/yr
15+ years expPalo Alto Networks is a leading cybersecurity company dedicated to protecting the digital way of life. The Business Development Capture Manager for SLED will lead strategic capture efforts, identify target opportunities, and collaborate with various teams to secure critical programs.
Agentic AICloud SecurityCyber SecurityNetwork SecuritySecurity
No H1B
Responsibilities
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
Qualification
Required
Bachelor's 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
Benefits
Restricted stock units
Bonus
Company
Palo Alto Networks
Palo Alto Networks is a cybersecurity company that offers cybersecurity solutions for organizations.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$65MKey Investors
Icon VenturesLehman HoldingsGlobespan Capital Partners
2012-07-20IPO
2008-11-03Series C· $10M
2008-08-18Series C· $27M
Leadership Team
Helmut Reisinger
CEO EMEA
Nikesh Arora
Chairman CEO
Recent News
Company data provided by crunchbase