Business Development Capture Manager Job at Palo Alto Networks Italia (Reston)

Job Description

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.

Job Responsibility

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

Requirements

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

Nice to have

Familiarity with a broad range of application, security and infrastructure software
Strategic thinking and planning skills
Direct selling expertise, ‘hunter’ mentality
A solid presenter who is confident and able to sell ideas to internal and external stakeholders
Established contacts and intimate knowledge of the IC Market

What we offer

FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees
mental and financial health resources
personalized learning opportunities
restricted stock units
bonus

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Business Development Capture Manager

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