Senior Business Development Capture Manager - Federal Civilian

About the role

Your Career The Capture/Business Development Manager is responsible for leading strategic business development efforts across the Federal Civilian market, with a primary focus on the law enforcement vertical (Department of Justice, Department of Homeland Security) and the Department of State. You will identify and shape target opportunities ahead of solicitation, qualify the program pipeline, and win critical programs. Working closely with customers, partners, and System Integrators (SIs), you will act as a subject-matter sales expert, demonstrate how our solutions exceed customer requirements, and quarterback win strategies alongside Field Sales, Proposal, Legal, Finance, and System Integrator teammates. You will also partner with sales account teams post-award to ensure the successful launch of your business development efforts.

Qualifications

• Bachelor's degree or equivalent military/education experience, plus 15+ years of professional experience in Business Development, Enterprise Sales, Strategic Partnerships, Management Consulting, or Technical Product Strategy.
• Demonstrated success in the development and capture of large Federal Civilian programs; experience supporting Law Enforcement (Departments of Homeland Security and Justice) and the Department of State.
• Demonstrated ability to influence and present to C-level executives (both internally and client-side).
• Proven ability to articulate compelling, business outcome-focused value propositions to executive and technical audiences.
• Strong business acumen, negotiation abilities, and experience negotiating and establishing teaming arrangements/agreements.
• Experience working with channel partners, system integrators, and alliance teams.
• Familiarity with a broad range of application, security, and infrastructure software.
• Established contacts with FSI executives and program leaders across the federal law enforcement and diplomacy community and intimate knowledge of the Federal Civilian market, law enforcement and homeland security agencies, and federal procurement vehicles.
• Proven track record of originating, structuring, and closing complex, high-value agreements and partner alliances.

Preferred & Desired Qualifications

• MBA or Master’s degree in Data Science, Finance, Engineering, or Public Policy; PMP or CISSP certification highly regarded.
• Strong background in federal cybersecurity, with a successful track record leading capture efforts targeted at defense, intelligence, or civilian agency cyber initiatives.
• Strong quantitative background utilizing data, risk metrics, and compliance standards to shape multi-year strategic cybersecurity plans aligned with agency mission requirements.

Compensation

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. $158,000.00 - $255,000.00/yr

Our Commitment

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 accommodations@paloaltonetworks.com. 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. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.