Business Development Capture Manager

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.
Our vision is a world where each day is safer and more secure than the one before. 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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Your Career 

As the Business Development Capture Manager for the Federal market, you will be responsible for leading strategic business development and capture efforts within the Department of Defense. You will identify and qualify high-value opportunities, serving as the face of Palo Alto Networks to critical mission owners and stakeholders. In this role, you will work closely with prospects and partners, demonstrating how our solutions exceed customer requirements and quarterbacking win strategies that leverage a cross-functional team to secure major program wins.

Your Impact 

• Meet and exceed assigned MBOs for pipeline generation and program wins.
• Lead the full capture lifecycle for strategic DoD opportunities, from identification and qualification to proposal and award.
• Collaborate with senior management and sales teams, providing market analysis and strategic recommendations to inform bid/no-bid decisions.
• Lead pursuit teams in developing and substantiating winning value propositions that meet customer needs, analyzing critical business drivers and risks.
• Develop and maintain relationships with key customer stakeholders, including CXO-level leaders and mission owners, to position Palo Alto Networks as the partner of choice.
• Ensure alignment with internal teams, including Programs, Legal, Finance, and Sales Engineering, to guarantee solution integrity and successful delivery.
• Prepare and deliver information and decision briefings for senior management on strategic capture efforts.
• Partner with key business units to develop winning sales strategies and value propositions based on direct customer feedback.

Your Experience 

• Proven experience identifying, capturing, and closing large, complex US Federal government programs, particularly within the Department of War(DoW).
• Demonstrated program management skills with the ability to lead cross-functional pursuit teams.
• Strong business acumen with experience leading and negotiating complex captures.
• Experience working with Channel Partners, Alliance Teams, and Federal System Integrators.
• Adept at negotiating and establishing teaming arrangements and agreements.
• Established network of contacts and deep knowledge of the Federal and DoW market.
• Familiarity with a broad range of application, cybersecurity, and infrastructure software.
• An active security clearance is required.

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.

Compensation Disclosure

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 between $134000 - $218000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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  [email protected].

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.