Full-Time Business Development Capture Manager - DOD

BD/Capture Manager for the DoD market is responsible for leading the strategic programmatic Business Development and capture efforts within the Department of Defense.

Identifies target opportunities, qualifies program pipeline, and represents Palo Alto Networks to critical mission owners and stakeholders (officers, mission owners across agencies up to CXO level).

Works closely with prospects and partners as a subject-matter sales expert to demonstrate solutions that meet and exceed customer requirements and quarterbacks win strategies, utilizing Field/Inside Sales, Proposal, Legal, Finance, and System Integrator teammates.

Individual contributor position with a competitive compensation plan based on major program milestones and wins.

Responsibilities:

• Meets/exceeds pipeline and bookings quota MBOs.
• Works with Senior Management and Sales Account Team to provide analysis/market information and strategic recommendations for bid/no-bid decisions.
• Monitors bid-boards to identify new/existing opportunities.
• Ensures Business Development Program Capture pipeline aligns with Sales Director priorities.
• Leads pursuit team in developing a winning value proposition that meets customer needs (analyzing critical business drivers and risks).
• Prepares and delivers information/decision briefings for senior management.
• Validates/endorses the technical solution with Solution Architect/sales engineering.
• Coordinates with Programs team to assure solution design deliverability.
• Develops a timeline and ensures key deal milestones/deadlines are met.
• Leads post-award handoff process to transition contract to Programs team.
• Develops technical expertise in the domain and understands the value to the mission, to ghost the competition.
• Collaborates with Product Managers, Sales Engineering, Sales Operations, Legal, and other resources to close complex opportunities.
• Partners with key business units in developing winning value propositions, sales strategies, and gathers customer feedback.
• Incubates and pioneers sales GTM approaches.
• Engages with senior decision-makers and influencers internally and within supported accounts (comfortable in executive conversations).

Experience:

• Experience identifying and closing large program captures.
• Ability to articulate compelling, business outcome-focused value propositions.
• Proven program management skills and leadership capabilities.
• Experience with Channel and Alliance teams.
• Success in developing and capturing large government programs.
• Negotiation and teaming arrangement/agreement establishment.
• Cross-functional influence, relationship building, and project management skills.
• Strong business acumen and negotiation abilities.
• Ability to take a leadership role in driving initiatives, working across organizations, and structuring approaches.
• Familiarity with application, security, and infrastructure software (desirable).
• Strategic thinking and planning skills (demonstrated effectiveness in conducting market analysis, prioritizing investments, and measuring growth).
• Direct selling expertise (hunter mentality, plus).
• Confidence and ability to sell ideas to internal/external stakeholders (strong presenter).
• Established contacts and intimate knowledge of the IC Market (desired).

Qualifications:

• Bachelor's degree or equivalent military experience required.

Compensation: $158,000 - $255,000/YR (base salary + commission, depending on qualifications and location).

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