Business Development Capture Manager - DOD

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 MBOsWork 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 decisionMonitor relevant bid-boards to help find and track new and existing opportunitiesEnsure Business Development Program Capture pipeline is aligned with the associated Sales Director’s priorities perform in a fast-paced, deadline-oriented work environmentLead pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risksPrepare and provide information and decision briefings for senior managementResponsible for validating/endorsing the technical solution in close partnership with the Solution Architect and/or sales engineering teamCoordinates with the Programs team to assure that solution design can be properly deliveredDevelop a timeline and ensures that we meet key deal milestones and deadlinesPost-award lead handoff process to transition a contract to the Programs team to leadBecome an expert in your domain, develop appropriate technical expertise, understand the value to the mission, ghost the competition, and use passion and conviction to winWork with Product Managers, Sales Engineering, Sales Operations, Legal and other resources to close complex opportunities - must work well in a team environmentPartner with key business units and their leadership in developing winning value propositions, sales strategies, and gathering customer feedbackIncubate and pioneer sales GTM approaches and develop them into a repeatable process for our sales force and partner communityEngage with senior decision-makers and influencers internally and within the accounts supported - must be comfortable and credible in executive conversations