Senior Business Development Capture Manager - Intel at Palo Alto Networks Reston, VA

Job Description

The BD/Capture Director for the Intelligence Market (IC) is responsible for leading the strategic programmatic Business Development and capture efforts in the IC district. 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 CXO-level relationships. You’ll work closely with prospects and partners as a subject‑matter 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 an opportunity for those interested in being part of something greater. 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 and can enjoy the personable interactions that come with a job in sales.

• 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

Your Experience

• 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
• Great team player with a strong drive to win
• 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…