[Hiring] Business Development Capture Lead @Snowflake

Role Description

As the Capture & Business Development Lead for the US Public Sector, you will be a senior leader responsible for identifying, qualifying, and leading the capture of mid-large scale program opportunities across the US Public Sector market. You will principally work with mission owners, program offices, partners, and key stakeholders to position the Snowflake AI Data Cloud as a strategic platform to meet critical government mission requirements.

• Create and execute a multi-year business development and capture plan for the US Public Sector market, with the objective of driving significant pipeline growth in outer quarters.
• Understand the top Public Sector initiatives, programs, and capability gaps related to Cloud, data management, artificial intelligence (AI)/machine learning (ML), and related areas.
• Identify, qualify, and lead the pursuit team in the development and capture of large government programs and complex opportunities, ensuring alignment with Snowflake’s strategy and product vision.
• Build and maintain trusted relationships with key mission owners, IT providers, acquisition officials, and CXO-level stakeholders across relevant US Public Sector organizations, including DoD, Civilian agencies, and State/Local entities.
• Formulate and incubate GTM solutions with internal teams (Sales, Solution Architects, Product Managers) that leverage the Snowflake AI Data Cloud to fill customer capability gaps and meet mission requirements.
• Work closely with Systems Integrators (SIs), Channel, and Alliance partners to negotiate teaming arrangements/agreements and lead Snowflake's contributions to responses for relevant Requests for Information (RFI) and Requests for Proposals (RFP).
• Responsible for monitoring and tracking the Public Sector capture pipeline and consistently meeting or exceeding assigned pipeline and bookings quota MBOs.
• Prepare and provide strategic analysis, market information, and decision briefings for senior management to inform bid/no-bid decisions and investment prioritization.

Qualifications

• Over 12 years of relevant work experience, including a minimum of 10 years as a Business Development or Capture Manager in the US Federal/DoD market space.
• Proven record of success leading the development and capture of large, multi-million dollar government programs.
• Successful track record managing a multiyear Public Sector business pipeline, including forecasting, proposal development, and winning contracts.
• Intimate knowledge of US Public Sector organizations (e.g., DoD, IC, Fed-Civ) and operational practices, including the procurement lifecycle and familiarity with federal solicitation processes.
• Strong cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, and technical management.
• Highly analytical, strategic mindset, and a self-starter with a high degree of initiative.
• Bachelor's degree or equivalent military experience is required.
• Must possess or be willing to obtain and maintain a US Government security clearance (e.g., TS/SCI clearance is a plus).

Benefits

• Fast-paced growth environment.
• Opportunity to redefine the future of work.
• Collaborative culture that values innovation.