Business Development Capture Manager

Our Mission

At Palo Alto Networks® everything starts and ends with our mission :

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

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 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 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 that's a great place to be. Plus, the added bonus of changing the world? Now that's 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 / 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

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

Bachelor's degree or equivalent military experience required

Security clearance is required

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 won't find someone at Palo Alto Networks that isn't 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 (for non-sales roles) or base salary + commission target (for sales / commissioned roles) is expected to be between $134000 - $218000 / 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

We're problem solvers that take risks and challenge cybersecurity's status quo. It's simple : we can't 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 accommodations@paloaltonetworks.com .

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.