Palo Alto Networks Program Capture Manager - SLED in Washington, District Of Columbia
At Palo Alto Networks® everything starts and ends with our mission: protecting our digital way of life. It’s inspired by our vision: a world where each day is safer and more secure than the one before. We’re here for better. As a company with a foundation in challenging the way things are done, we’re looking for innovators who are as committed to shaping the nature of cybersecurity as we are.
Responsible for leading the pursuit of programmatic capture efforts in the State, Local, and Education districts. The right candidate will help identify target opportunities, qualify program pipeline, and win critical program business for our Public Sector team. You will 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 executive-level position with a competitive compensation plan based on major program milestones and wins.
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 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
Support price to win (PTW) analysis and helps establish the PTW target
Responsible for validating/endorsing the technical solution in close partnership with the Solution Architect and/or sales engineering team
Coordinates with the delivery 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 Delivery 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
Experience, including Program Capture, Business Development, and/or solution sales with major technology companies
Experience winning programs along strategic use-case/verticals such as first responder, MMIS, Transportation, Education requirements
Proven ability to articulate compelling, business outcome-focused, value propositions
Proven program management skills and able to demonstrate leadership capabilities
Demonstrated success in the development and capture of large government programs
Adept at negotiating and establishing teaming arrangements/agreements
Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
Strong business acumen and negotiation abilities
Great team player with a strong drive to win
Willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
Familiarity with a broad range of application, security and infrastructure software is desirable
Strategic thinking and planning skills: demonstrated effectiveness in conducting market analysis, prioritizing investments, and measuring growth in territory and quota is preferred
Direct selling expertise, ‘hunter’ mentality is a plus
A solid presenter who is confident and able to sell ideas to internal and external stakeholders is desired
Simplicity: ability to make complex issues easy to understand is desired
Established contacts and intimate knowledge of top-10 SLED targets based on budgets is desired
We work hand-in-hand with organizations around the world as they move to a more secure environment. As part of the Business Development team, you find and create opportunity, forming relationships with organizations seeking a trusted partner.
You are empowered with unmatched systems and tools, including 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.
We’re trailblazers that dream big, 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 firstname.lastname@example.org.
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.