Director, DOD Business Development and Capture

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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Job Description

Your Career 

The DoD BD/Capture Director is responsible for leading the strategic programmatic Business Development and capture  efforts in the Defense and Intelligence Community Federal districts.  Responsible for providing leadership and direction to team of BD/Capture managers  in development of pipeline and program capture opportunities.  Identify key stakeholders and establish relationships with DoD/IC Officers, mission owners across Federal agencies up to and including SES-level  relationships. Establish relationships with key partner executives including GSI’s FSI’s, Service Providers and Cloud Service Providers.  You’ll lead the team in development of proposed solutions and win strategies and  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 leadership 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. 
•  • 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. 
• Lead teams  to, 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. 
• Develop measurements and KPI’s to demonstrate success to the business.
• Be an integral part of growing Palo Alto Networks with exponential growth

Qualifications

Your Experience 

• Proven work experience  Business Development and Capture, Sales  Account Executive or similar role supporting DOD.
• Proven experience and examples of  building and  leading teams in the development and capture of large Federal CyberSecurity  program pursuits in DOD and the IC domains.
• Must possess a  thorough understanding of the Federal Market landscape including prime contractors such as System Integrators, Service Providers and Cloud Service p