Business Development Capture Management

Description:

The Business Development/Capture Director for SLED/EAST is responsible for leading the strategic programmatic capture efforts in the SLED/EAST 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 CXO-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

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 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

Qualifications

Your Experience

Experience 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
Great team player with a strong drive to win
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
Simplicity - ability to make complex issues easy to understand is desired
Established contacts and intimate knowledge of the SLED EAST Market is desired
Bachelor's degree or equivalent military experience required
Proven success within the SLED East market, related to 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
Deep understanding of innovative solutions including certifications, security, and other SLED specific requirements
Proven track record developing and capturing ($25+M) opportunities in New Full & Open Programs as well as use contract vehicles to secure new business
Strong business and IT modernization acumen including Cyber Security, networks and Artificial Intelligence
Preferred Technical and Professional Expertise

Proven ability to articulate compelling, business-outcome focused, value propositions
Responsible for meeting and exceeding assigned pipeline quota
Demonstrate your understanding of SLED Procurement Management, planning and resourcing
Knowledge of SLED budget and planning
Ability to adapt quickly to a fast-paced environment
Tangible experience and use cases of where you have worked with Senior Management and Sales Account Teams to provide relevant analysis/market information and strategic recommendations that resulted in major program wins
Proven Success in a partner driven environment (FSI/VAR/DISTI)
Experience in working with Product Managers, Sales Engineering, Sales operations, Legal and other resources to lead EBCs and critical customer engagements
Examples of where you worked with key business units and their leadership in developing winning value propositions, sales strategies, and gathering use cases we can leverage and repeat