Being the cybersecurity partner of choice, protecting our digital way of life.
Your Career
The right person for this job has a team player approach, the ability to work across departments with disparate needs and excels at problem-solving through critical analysis, and is challenged by process review and continuous improvement. We are looking to create high quality proposal responses to help improve our global go-to-market strategy to increase win rates in the field.
Your Impact
- Responsible for the development of RFP/RFI responses, bids, or other customer documents
- Partner with field sales organization to drive response requirements, including being a one-touch resource for field sales; responsible for liaising with all organizations involved in the agreement process (finance, legal, order management, Deal Desk, Solution Engineers, etc.) on behalf of sales
- Serves as a trusted advisor to field sales needing support on RFPs and RFIs
- Collaborate with cross-functional stakeholders to develop accurate and compelling documents that will help to win deals
- Assisting with the creation of the solution and proposal whilst ensuring compliance with customer requirements and highlighting company value proposition
- Ensure required approvals, such as pricing, discounts, and contractual terms, are obtained and clearly documented
- Establish a detailed schedule for proposal submission, regularly check the progress of planned activities and deliverables, and ensure all proposal team members meet interim and final deadlines
- Be a sales advocate and partner with internal organizations to understand contract requirements, structure, business terms, and identification of potential risks and/or opportunities that can affect performance, growth, and strategic positioning
- Working closely with the sales team to analyze customer needs and determine winning bid strategies
- Responsible for adherence to and compliance with both internal and external policies and Procedures
- Ensure all internal governance is covered whilst setting realistic deadlines - work closely and actively with Deal Desk and other functions to ensure that internal governance processes are completed in a timely manner
- Effectively communicate with all levels of staff via staff meetings, written communications and one-on-one communication
- Lead the Bid Team with clear objectives and guidelines on deliverables required
- Manage the bid and the bid team through the Bid & Project Lifecycle, including support of early capture, framing and preparing the bid, offer negotiation, and contract into force
- Manage and lead the commercial aspects of the proposal, including Cost, Price, value adds, and related simulation and modelling
- Presenting, promoting, and negotiating offers to customers, in close coordination with the sales team
- Track the progress of RFPs and track win/loss metrics of completed responses
- Evaluate current processes and offer recommendations for areas of improvement
- Ensure that all documents adhere to internal revenue recognition policies and operational guidelines
- Complete ad-hoc projects as required
Your Experience
- 5+ years’ experience managing and writing RFP responses and prospective proposals in a technical environment
- Knowledge and experience with Upland Qvidian’s proposal automation software or a similar software solution are a plus
- Experience working in a fast-paced technology company is highly preferred
- Intermediate knowledge of standard IT contractual terms and conditions
- Strong written communication skills
- Demonstrated capability to build strong working relationships with internal business units
- Experience working directly with product management
All your information will be kept confidential according to EEO guidelines.
Covid-19 Vaccination Information for Palo Alto Networks Jobs
- Vaccine requirements and disclosure obligations vary by country.
- Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
- The job requires accessing a company worksite
- The job requires in-person customer contact and the customer has implemented such requirements
- You choose to access a Palo Alto Networks worksite
- If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.
