Being the cybersecurity partner of choice, protecting our digital way of life.
Your Career
The BD/Capture Director for the Intelligence Market (IC) is responsible for leading the strategic programmatic Business Development and capture efforts in the IC 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 an individual contributor position with a competitive compensation plan based on major program milestones and wins.
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 Business Development 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
Your Experience
- 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
- 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 IC Market is desired
- Bachelor's degree or equivalent military experience required
- TS/SCI Clearance
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 IC Procurement Management, planning and resourcing
- Knowledge of IC 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
- Simplicity - must be able to make complex issues easy to understand
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $158000 - $255000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found
All your information will be kept confidential according to EEO guidelines.
