Company Description 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.

　　Our Approach to Work

　　We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

　　Job Description

　　Your Career 

　　The DoD BD/Capture Director is responsible for leading the strategic programmatic Business Development and capture  efforts in the Defense and Intelligence Community Federal districts.  Responsible for providing leadership and direction to team of BD/Capture managers  in development of pipeline and program capture opportunities.  Identify key stakeholders and establish relationships with DoD/IC Officers, mission owners across Federal agencies up to and including SES-level  relationships. Establish relationships with key partner executives including GSI’s FSI’s, Service Providers and Cloud Service Providers.  You’ll lead the team in development of proposed solutions and win strategies and  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 leadership position with a competitive compensation plan based on major program milestones and wins. 

　　This 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.

　　Your Impact 

　　Works 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 decisionsEnsure Program Capture pipeline is aligned with the associated Sales Director’s  priorities perform in a fast-paced, deadline-oriented work environmentLead pursuit team in developing and substantiating a winning value proposition  that meets the needs of the customer, including analyzing critical business  drivers and risksPrepare and provide information and decision briefings for senior managementResponsible for validating/endorsing the technical solution in close partnership  with the Solution Architect and/or sales engineering teamLead teams to, develop appropriate technical expertise, understand the value to the mission, ghost the competition, and use passion and  conviction to winWork with Product Managers, Sales Engineering, Sales operations, Legal and  other resources to close complex opportunities - must work well in a team  environmentPartner with key business units and their leadership in developing winning value  propositions, sales strategies, and gathering customer feedbackIncubate and pioneer sales GTM approaches and develop them into a repeatable  process for our sales force and partner communityEngage with senior decision makers and influencers internally and within the  accounts supported - must be comfortable and credible in executive  conversationsDevelop measurements and KPI’s to demonstrate success to the businessBe an integral part of growing Palo Alto Networks with exponential growth Qualifications Your Experience 

　　Proven work experience Business Development and Capture, Sales Account Executive or similar role supporting DODProven experience and examples of  building and leading teams in the development and capture of large Federal CyberSecurity  program pursuits in DOD and the IC domainsMust possess a  thorough understanding of the Federal Market landscape including prime contractors such as System Integrators, Service Providers and Cloud Service providers as well as VAR’s, Distributors and small disadvantaged businessesProven experience building strategic executive relationships across the Federal Market GSI’s including Deloitte, Accenture Federal and IBMMust be able to lead a team in the development of a qualified opportunity pipelineProven ability to articulate compelling, business-outcome focused, value  propositionsDemonstrate your understanding of Federal technology trends and concepts  relevant to our business including, Zero Trust Architecture, SDWAN,TIC 3.0 and Remote Workforce threats, 5G  Security, Cloud, IOT, and Network & SOC TransformationAbility to adapt quickly to a fast-paced environment Tangible 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 and increased market shareExperience in working with Product Managers, Sales Engineering, Sales  operations, Legal and other resources to lead EBCs and critical customer  engagementsSimplicity - must be able to make complex issues easy to understandUS Government Security Clearance is desired Additional Information 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  [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.

　　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/com-missioned roles) is expected to be between $183,600/yr to $297,000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found  here .