Business Development Capture Management - Federal - Navy/USMC

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description

Your Career 

The Business Development /Capture Executive for the Navy/USMC, is responsible for leading the strategic programmatic capture  efforts within the 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 SES-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 a Director-level  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 

• Works closely with the Senior Management and Sales Account Team to provide  relevant analysis/market information and strategic recommendations to result in a  pursue/no-pursue decisions
• Monitor relevant bid-boards, attend industry days, leverage your network to find  and qualify major program opportunities for all of Federal
• Ensure 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
• Develops timeline and ensures that we meet key deal milestones and deadlines
• 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
• Be an integral part of growing Palo Alto Networks 

Qualifications

Your Experience 

• Proven success within the Navy/USMC market, related to BD/Capture within the last 5 years and proven skills in all areas of business development and capture, opportunity identification and qualification, competitive landscape, capture strategy,  building winning teams and solutions
• Extensive knowledge of customer initiatives and mission drivers 
• Deep understanding of innovative solutions including certifications, security, and  requirements
• Proven tr