[Hiring] Business Development Capture Manager @Palo Alto Networks
Mar 29, 2025 - Palo Alto Networks is hiring a remote Business Development Capture Manager. 💸 Salary: $158,000 - $255,000 per year. 📍Location: USA.
Role 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.
- Identify target opportunities and qualify program pipeline
- Be the face of Palo Alto Networks to critical mission owners and stakeholders including officers and CXO-level relationships
- Work closely with prospects and partners as a subject-matter sales expert
- Demonstrate how a proposed solution meets and exceeds customer requirements
- Quarterback win strategies that utilize 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
This is the opportunity for those interested in being a part of something bigger than themselves.
To fit in this role, you are personable, willing to ask questions, always learning, have a strong work ethic, are persistent, and coachable.
Becoming a part of the team means you will be surrounded by amazing, smart and hardworking teammates.
Your Impact
- 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
- 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
- Lead pursuit team in developing and substantiating a winning value proposition
- 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
- Coordinate with the Programs team to assure that solution design can be properly delivered
- Develop a timeline and ensure that we meet key deal milestones and deadlines
- Post-award lead handoff process to transition a contract to the Programs team
- Become an expert in your domain and develop appropriate technical expertise
- Work with Product Managers, Sales Engineering, Sales Operations, Legal and other resources to close complex opportunities
- Partner with key business units and their leadership in developing winning value propositions and sales strategies
- Incubate and pioneer sales GTM approaches and develop them into a repeatable process
- Engage with senior decision-makers and influencers internally and within the accounts supported
Qualifications
- 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
- Strong business acumen and negotiation abilities
- Willing to take a leadership role in driving initiatives
- Familiarity with a broad range of application, security and infrastructure software is desirable
- Strategic thinking and planning skills
- 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
Additional Information
The sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected.
As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success.
As a member of our sales team, you are motivated by a solutions-focused sales environment.
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location.
The starting base salary is expected to be between $158000/YR - $255000/YR.
Our Commitment
We’re problem solvers that take risks and challenge cybersecurity’s status quo.
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace.
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| 📍 | Be aware of the location restriction for this remote position: USA |
| ‼ | Beware of scams! When applying for jobs, you should NEVER have to pay anything. Learn more. |
|
Salary
💸
$158,000 - $255,000 per year
|
Remote
Location
USA
|
|
Job Type
full-time
|
Posted
Mar 29, 2025
|
| 📍 | Be aware of the location restriction for this remote position: USA |
| ‼ | Beware of scams! When applying for jobs, you should NEVER have to pay anything. Learn more. |
