Job Description

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

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