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Director of Business Development – Federal

Palo Alto Networks, Inc.

This is a Full-time position in Reston, VA posted December 5, 2020.

n n nDirector of Business Development – Federaln nnAt Palo Alto Networks® everything starts and ends with our mission: protecting our way of life.

It’s inspired by our vision: a world where each day is safer and more secure than the one before.

These aren’t simple statements.

They won’t be easy either – but we’re not here for easy.

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.nn nnOur mission doesn’t happen by treading softly – no, it happens by defining an industry.

It means building products that haven’t been thought of.

It means selling products with a solutions mindset.

It means supporting the infrastructure of a company that moves at an incredible speed – intentionally – to stay ahead of the world’s next cyberthreat. nn nnThe BD/Capture Director 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 Director-level individual contributor position with a competitive compensation plan based on major program milestones and wins.nn nnThis 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. nn nn Your Impact nn nnWorks 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.nn nnMonitor relevant bid-boards, attend industry days, leverage your network to find and qualify major program opportunities for all of Federal.nn nnEnsure Program Capture pipeline is aligned with the associated Sales Director’s priorities perform in a fast-paced, deadline-oriented work environment.nn nnLead pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.nn nnPrepare and provide information and decision briefings for senior management.nn nnSupport price to win (PTW) analysis and helps establish the PTW target.nn nnResponsible for validating/endorsing the technical solution in close partnership with the Solution Architect and/or sales engineering team.nn nnDevelops timeline and ensures that we meet key deal milestones and deadlines.nn nnWork independently and as a vital member of the sales team.nn nnBecome 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.nn nnWork with Product Managers, Sales Engineering, Sales operations, Legal and other resources to close complex opportunities – must work well in a team environment.nn nnPartner with key business units and their leadership in developing winning value propositions, sales strategies, and gathering customer feedback.nn nnIncubate and pioneer sales GTM approaches and develop them into a repeatable process for our sales force and partner community.nn nnEngage with senior decision makers and influencers internally and within the accounts supported – must be comfortable and credible in executive conversations.nn nnBe an integral part of growing Palo Alto Networks with exponential growth.nn nn Your Experience nn nnProven work experience as a Business Development / Capture Director, Sales Account Executive or similar rolenn nnProven ability to articulate compelling, business-outcome focused, value propositions.nn nnResponsible for meeting and exceeding assigned pipeline quota.nn nnDemonstrate 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 Transformationnn nnSolid 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)nn nnAbility to adapt quickly to a fast-paced environmentnn nnTangible experience and use cases of where you have worked with Senior Management and Sales Account Teams to provide relevant analysis/market information and strategic recommendations that resulted in major program wins.nn nnProven expertise in the BD/Capture domain, examples of appropriate technical expertise, customer relationships, and key FSI/VAR/Disti relationships.nn nnExperience in working with Product Managers, Sales Engineering, Sales operations, Legal and other resources to lead EBCs and critical customer engagements.nn nnExamples of where you worked with key business units and their leadership in developing winning value propositions, sales strategies, and gathering uses cases we can leverage and repeat.nn nnSimplicity: must be able to make complex issues easy to understand.nn nnUS Government Security Clearance is desired.nn nn Our Commitment nn nnWe’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.nn nnWe 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.nn nnPalo 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.nn nn As a woman, I can say that Palo Alto Networks has excellent employees of both genders, and I work daily with other great female developers, product managers, and quality engineers.

Although I think some women may feel intimidated to work in technology, they shouldn’t.

The atmosphere here is very empowering for women, and I’ve never felt like I was a minority.I hope more women join this company because I’d like everyone to be able to experience the same positive environment and perks as I do.

nn nn Although I wasn’t one of the three winners chosen to receive a cash prize, as a finalist, I was fortunate to be granted interviews with several members of the Palo Alto Networks team.

I flew home, and a few weeks later, I received a formal offer for an internship!

nn nn Since coming to America, I’ve seen that what makes us great is the diversity of thought and ability to surround ourselves with people from all walks of life and learn from each other, regardless of caste, color, or creed.

It is only by doing this that we “frogs” can see beyond our wells and truly understand the world.

That’s the power of an ENG.

nn nnWe 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 .nn nnPalo 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.nn n n

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