Senior Regional Marketing Manager
CrowdStrike
Cyber Security
Business Development Capture Manager
Palo Alto Networks
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteSalary
💰 $134,000 - $218,000 per year
Job Level
Mid-LevelSenior
Tech Stack
Cyber Security
About the role
- Lead strategic programmatic Business Development and capture efforts within the Department of Defense
- Identify target opportunities and qualify program pipeline
- Be the face of Palo Alto Networks to mission owners and stakeholders up to CXO-level
- Work closely with prospects and partners as a subject-matter sales expert
- Quarterback win strategies utilizing Field/Inside Sales, Proposal, Legal, Finance, and System Integrator teammates
- Provide relevant analysis/market information and strategic recommendations for bid/no-bid decisions
- Monitor bid-boards to find and track opportunities
- Ensure capture pipeline alignment with Sales Director’s priorities
- Lead pursuit team in developing and substantiating winning value propositions
- Prepare and provide information and decision briefings for senior management
- Validate/endorse technical solutions with Solution Architect/sales engineering
- Coordinate with Programs team for solution delivery feasibility
- Develop timelines and ensure key deal milestones and deadlines are met
- Manage post-award handoff to Programs team
- Work with Product Managers, Sales Engineering, Sales Operations, Legal and others to close complex opportunities
- Partner with business units to develop GTM approaches and repeatable processes
- Engage with senior decision-makers and influencers internally and within accounts
Requirements
- Proven ability to identify and close large program captures
- Proven ability to articulate compelling, business outcome-focused, value propositions
- Proven program management skills and leadership capabilities
- Experience working with Channel and Alliance teams
- 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
- Strong business acumen and negotiation abilities
- Willingness to take a leadership role and work across organizations
- Familiarity with application, security, and infrastructure software (desirable)
- Strategic thinking and planning skills
- Direct selling expertise, ‘hunter’ mentality is a plus
- Strong presentation and executive conversation skills
- Established contacts and intimate knowledge of the IC Market (desired)
- Bachelor's degree or equivalent military experience required
- Security clearance is required
- Is role eligible for Immigration Sponsorship? No
