Business Development Capture Manager

Palo Alto Networks is dedicated to protecting our digital way of life through innovative technology. The Business Development Capture Manager for the Federal market will lead strategic business development efforts within the Department of Defense, focusing on identifying high-value opportunities and collaborating with cross-functional teams to secure major program wins.

Responsibilities:

• Lead strategic business development and capture efforts within the Department of Defense
• Identify and qualify high-value opportunities, serving as the face of Palo Alto Networks to critical mission owners and stakeholders
• Work closely with prospects and partners, demonstrating how our solutions exceed customer requirements and quarterbacking win strategies that leverage a cross-functional team to secure major program wins
• Meet and exceed assigned MBOs for pipeline generation and program wins
• Lead the full capture lifecycle for strategic DoD opportunities, from identification and qualification to proposal and award
• Collaborate with senior management and sales teams, providing market analysis and strategic recommendations to inform bid/no-bid decisions
• Lead pursuit teams in developing and substantiating winning value propositions that meet customer needs, analyzing critical business drivers and risks
• Develop and maintain relationships with key customer stakeholders, including CXO-level leaders and mission owners, to position Palo Alto Networks as the partner of choice
• Ensure alignment with internal teams, including Programs, Legal, Finance, and Sales Engineering, to guarantee solution integrity and successful delivery
• Prepare and deliver information and decision briefings for senior management on strategic capture efforts
• Partner with key business units to develop winning sales strategies and value propositions based on direct customer feedback

Requirements:

• Proven experience identifying, capturing, and closing large, complex US Federal government programs, particularly within the Department of War(DoW)
• Demonstrated program management skills with the ability to lead cross-functional pursuit teams
• Strong business acumen with experience leading and negotiating complex captures
• Experience working with Channel Partners, Alliance Teams, and Federal System Integrators
• Adept at negotiating and establishing teaming arrangements and agreements
• Established network of contacts and deep knowledge of the Federal and DoW market
• Familiarity with a broad range of application, cybersecurity, and infrastructure software
• An active security clearance is required