Senior Business Development Capture Manager - Intel

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. 

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

• Experience Identifying and Closing Large Program Captures
• Meet and exceed pipeline and bookings quotas
• Lead capture strategy, including bid/no-bid decisions and developing value propositions for major government program wins
• Collaborate with senior management, Sales Account teams, and other stakeholders to provide strategic market analysis and recommendations
• Track and monitor opportunities on bid-boards, ensuring alignment with Sales Director’s priorities
• Coordinate with Solution Architects and Sales Engineering to validate technical solutions Ensure delivery feasibility with Program teams and manage post-award contract transitions
• Drive GTM strategies, working cross-functionally with Product Managers, Sales Engineering, Legal, and other teams
• Engage with senior decision-makers and internal/external stakeholders in complex negotiations and strategy discussions

Your Experience 

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context - awareness of SASE technology is preferred
• Expertise in large program capture and closing, with strong business acumen and negotiation skills
• Experience working with channel and alliance teams
• Proven ability to develop winning value propositions and strategic sales initiatives
• Cross-functional leadership and project management skills, with familiarity in application, security, and infrastructure software
• Established contacts and intimate knowledge of the IC Market is desired
• Bachelor's degree or equivalent military experience required
• TS/SCI clearance 

The Team 

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.  We also work closely with other segments of our sales organization to provide the best customer experience: Renewals, Field Team, Marketing, Sales Engineers, etc. 

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won't find someone at Palo Alto Networks that isn't committed to your success - with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. 

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 here

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.