Full-Time Business Development Capture Manager - DOD

BD/Capture Manager for the DoD market is responsible for leading strategic programmatic Business Development and capture efforts within the Department of Defense. Identifies target opportunities, qualifies program pipeline, and represents Palo Alto Networks to 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 solution value and leads win strategies.

Responsibilities:

• Meeting and exceeding assigned pipeline and bookings quotas.
• Working with Senior Management and Sales Account Team to provide analysis, market info, and strategic recommendations for bid/no-bid decisions.
• Monitoring bid boards to find and track opportunities.
• Ensuring Business Development Program Capture pipeline aligns with Sales Director priorities.
• Leading pursuit team in developing a winning value proposition, analyzing business drivers and risks.
• Preparing and delivering information/decision briefings to senior management.
• Validating/endorsing technical solutions with Solution Architects/Sales Engineering.
• Coordinating with Programs team for solution delivery.
• Developing timelines, ensuring deal milestones and deadlines are met.
• Leading post-award contract transition to Programs team.
• Becoming a domain expert, developing technical expertise, and understanding mission value to win.
• Working with Product Managers, Sales Engineering, Sales Operations, Legal, and others to close complex opportunities.
• Partnering with business units to develop winning value propositions, sales strategies, and gather customer feedback.
• Incubating and pioneering sales GTM approaches and developing repeatable processes.
• Engaging with senior decision-makers and influencers.

Qualifications:

• 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 skills.
• Cross-functional influence, relationship building, and project management skills.
• Strong business acumen and negotiation abilities.
• Willingness to take a leadership role.
• Familiarity with various application, security, and infrastructure software is desirable.
• Strategic thinking and planning skills.
• Direct selling expertise and 'hunter' mentality is a plus.
• Confident and effective presenter, able to sell ideas to internal and external stakeholders.
• Established contacts and IC Market knowledge.
• Bachelor's degree or equivalent military experience.
• Security clearance required.

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