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Business Development Manager - Federal

Company: Palo Alto Networks Inc.
Location: Reston
Posted on: November 23, 2022

Job Description:


US Government Security Clearance is desired

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren't easy goals to accomplish - but we're not here for easy. We're here for better. 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.

We're changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we've rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Your Career

The BD/Capture Manager is responsible for leading the strategic programmatic capture efforts in the Defense, Civilian, and Intelligence Community Federal districts. Responsible for identifying target opportunities, qualifying program pipeline, and being the face of Palo Alto Networks to critical mission owners and stakeholders including DoD/IC Officers, mission owners across Federal 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 unique opportunity for someone with a go-getter mentality to win business and market share by actively displacing competing technologies.

Your Impact

* As a BD Manager, you will work 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 DOD

* Ensure Business Development pipeline is aligned with the associated Sales

* Understand market trends and competitive landscape

* 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

* Develops timelines and ensures that we meet key deal milestones and deadlines - Work independently and as a vital member of the sales team

* 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

* 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 with exponential growth

Your Experience

* Proven work experience leading Business Development of new large

* DOD Programs, Sales Account Executive or similar role

* Proven ability to articulate compelling, business-outcome focused, value propositions

* Responsible for meeting and exceeding assigned pipeline quota

* Demonstrate your understanding of Federal technology trends and concepts relevant to our business including, TIC 3.0 and Remote Workforce threats, 5G Security, Cloud, IOT, and Network & SOC Transformation

* Solid grasp of existing Federal programs to include, DoD Weapon Systems, Cloud programs (JEDI, C2E, DHS DCCO, T-Cloud, etc), CDM/QSMO, and Managed Security Contracts (Army/USAF EITaaS, USPS TIPN, HHS ENMOD, EIS2020 TOs, etc)

* Ability to develop new business on existing Programs and Contract Vehicles

* Ability to provide relevant analysis/market information and strategic recommendations that resulted in major program wins

* Proven expertise in the BD domain, examples of appropriate technical expertise, customer relationships, and key FSI/VAR/Disti relationships

* Experience in working with Product Managers, Sales Engineering, Sales operations, Legal and other resources to lead EBCs and critical customer engagements

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, 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. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment

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 .

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.

All your information will be kept confidential according to EEO guidelines.

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer, the starting salary (includes on-target earnings = base + on target incentives for sales roles) is expected to be between $142,600/yr to $209,800/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here .

Covid-19 Vaccination Information for Palo Alto Networks Jobs

* Vaccine requirements and disclosure obligations vary by country.

* Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:

* The job requires accessing a company worksite

* The job requires in-person customer contact and the customer has implemented such requirements

* You choose to access a Palo Alto Networks worksite

* If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

Keywords: Palo Alto Networks Inc., Reston , Business Development Manager - Federal, Executive , Reston, Virginia

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