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Business Development Capture Manager

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Palo Alto Networks Italia

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Location:
United States , Reston

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Category:
Sales

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Contract Type:
Not provided

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Salary:

134000.00 - 218000.00 USD / Year
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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

Additional Information:

Job Posted:
January 06, 2026

Employment Type:
Fulltime
Work Type:
Remote work
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