Business Development Capture Manager

Job not on LinkedIn

September 18

🦀 Maryland – Remote

Although this job is listed in Maryland, this company may be open to hiring remote in other states.

💵 $134k - $218k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🎯 Capture Manager

🦅 H1B Visa Sponsor

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Palo Alto Networks

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Cybersecurity • Enterprise • AI

Palo Alto Networks is a leading cybersecurity company that offers a comprehensive suite of products and services designed to protect networks, cloud environments, and enterprise operations from cyber threats. The company's offerings include advanced threat prevention, network security, cloud security, IoT security, endpoint protection, and managed detection and response services. With a strong emphasis on AI-driven security operations and zero trust architectures, Palo Alto Networks is recognized as a leader in enterprise firewall solutions and other areas of cybersecurity across numerous sectors worldwide. The company provides expertise in threat intelligence, incident response, and proactive assessment to help organizations secure their infrastructure and data. Their solutions cater to a variety of industries, including financial services, healthcare, manufacturing, and the public sector. Palo Alto Networks is committed to advancing cybersecurity with AI-powered precision to ensure comprehensive protection and efficient threat response.

10,000+ employees

Founded 2005

🔒 Cybersecurity

🏢 Enterprise

💰 $10M Series C on 2008-11

📋 Description

• Lead 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 mission owners and stakeholders up to CXO-level • Work closely with prospects and partners as subject-matter sales expert to demonstrate solutions • Quarterback win strategies utilizing Field/Inside Sales, Proposal, Legal, Finance, and System Integrator teammates • Provide relevant analysis/market information and strategic recommendations for bid/no-bid decisions • Monitor bid-boards to find and track new and existing opportunities • Ensure BD Program Capture pipeline alignment with Sales Director priorities • Lead pursuit team to develop winning value proposition and analyze business drivers/risks • Prepare and provide decision briefings for senior management • Validate/endorse technical solution in partnership with Solution Architect/Sales Engineering • Coordinate with Programs team to assure solution delivery feasibility • Develop timelines and ensure key deal milestones and deadlines are met • Post-award lead handoff to transition contracts to Programs team • Become domain expert, develop technical expertise, ghost the competition, and use passion to win • Work with Product Managers, Sales Engineering, Sales Operations, Legal, and other resources to close complex opportunities • Partner with business unit leadership to develop value propositions and gather customer feedback • Incubate and pioneer sales GTM approaches and develop repeatable processes • Engage with senior decision-makers and influencers internally and within accounts

🎯 Requirements

• Proven ability to identify and close large program captures • Proven ability to articulate compelling, business outcome-focused, value propositions • Proven program management skills and 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 • Willingness to take leadership role in driving initiatives and structuring approaches • Familiarity with a broad range of application, security and infrastructure software (desirable) • Strategic thinking and planning skills • Direct selling expertise, ‘hunter’ mentality is a plus • Strong presentation and executive-level communication skills • Established contacts and intimate knowledge of the IC Market (desired) • Bachelor's degree or equivalent military experience required • Security clearance is required • Is role eligible for Immigration Sponsorship? No (must be authorized to work without sponsorship)

🏖️ Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items • Mental and financial health resources • Personalized learning opportunities • Restricted stock units (may be included) • Bonus (may be included)