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. The role involves identifying target opportunities, qualifying program pipeline, and being the face of Palo Alto Networks to critical mission owners and stakeholders. The ideal candidate is personable, willing to ask questions, always learning, and has a strong work ethic.
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
Benefits
- Competitive compensation plan based on major program milestones and wins
- FLEXBenefits wellbeing spending account with over 1,000 eligible items
- Mental and financial health resources
- Personalized learning opportunities
- Restricted stock units and a bonus
- Access to unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success
Originally posted on Himalayas
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