Description:
The BD/Capture Executive for the Civilian Law Enforcement District, which includes DHS/DOJ/FBI, is responsible for leading the strategic programmatic capture efforts within the district. 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 SES-level relationships. You’ll work closely with prospects and partners as a subject-matter sales expert to demonstrate how a proposed solution meets and exceeds customer requirements and in quarterbacking win strategies that utilize Field/Inside Sales, Proposal, Legal, Finance, and System Integrator teammates. This is a Director-level 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. We are out to fulfill our company mission with the strongest products in the industry. To fit in this role, you are personable, willing to ask questions, always learning, have a strong work ethic, are persistent, and coachable. You are confident in who you are and able to enjoy the personable interactions that come with a job in sales. Becoming a part of the team means you will be surrounded by amazing, smart and hardworking teammates and that’s a great place to be. Plus, the added bonus of changing the world? Now that's just icing on the cake.
Your Impact
- Works closely with the Senior Management and Sales Account Team to provide relevant analysis/market information and strategic recommendations to result in a pursue/no-pursue decisions
- Monitor relevant bid-boards, attend industry days, leverage your network to find and qualify major program opportunities for all of Federal
- Ensure 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
- Develops timeline and ensures that we meet key deal milestones and deadlines
- 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
- Be an integral part of growing Palo Alto Networks
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- Qualifications
Your Experience
- Proven success within the DHS/DOJ/FBI market, related to BD/Capture within the last 5 years and proven skills in all areas of business development and capture, opportunity identification and qualification, competitive landscape, capture strategy, building winning teams and solutions
- Extensive knowledge of initiatives and mission drivers for CISA
- Deep understanding of innovative solutions including certifications, security, and requirements
- Proven track record developing and capturing ($25+M) opportunities in New Full & Open Programs across the DHS/DOJ/FBI market, as well as use of GWACs/IDIQs vehicles to secure new business
- Strong business and IT modernization acumen including Cyber Security, networks and Artificial Intelligence