Job Description
Responsible for leading the strategic Capture efforts for our public sector market, with a focus on State, Local, and Education customers. This individual is expected to be a subject matter expert in the capture process of developing and executing win strategies in coordination with Business Development, Field Account Teams and partner-focused teammates. This is a senior-level individual contributor position tied to metrics for pipeline growth and bookings.
RESPONSIBILITIES:
Provide Capture Management for SLED contracts and programs
Works closely with Senior Management, Business Development and Sales Account Team to understand the scope of the pursuit and contract in order to provide requisite analysis/information and strategic recommendations to the pursuit in support of a win
Manage simultaneous capture activities (e.g., bids and proposals, strategic vendor relationships, and strategic teaming agreements) and manage all aspects of qualifying, teaming, and positioning for opportunity pursuits
Perform in a fast-paced, deadline-oriented work environment
Support customer relationships with customer call plans and monitoring contracting information through a variety of business development websites
Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks
Proven program management skills and able to demonstrate leadership capabilities
Prepare and provide information and decision briefings for senior management
Develop Capture Team organization and coordinate with staff for resource inclusion
Develop and lead proposal reviews throughout the capture cycle
Oversee development and presentation of Orals when required
Support price to win (PTW) analysis and helps establish the PTW target
Responsible for assembling all required resources/skills to develop proposal, pursue and win large SLED contracts
Coordinates deal team efforts with sponsorship of sales Regional Director’s priorities
Responsible for validating/endorsing the technical solution for the deal with the Solution Architect and/or Sales Engineering Team
Works with delivery team to assure that solution design can be properly delivered
Develops deal timeline and ensures that the pursuit team meets deal milestones and deadlines
Qualifications
10 or more years of relevant experience, including Program Capture and Business Development and solution sales with major Security, IT providers or software companies.
Proven ability to articulate compelling, industry focused, value propositions at executive levels
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 toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management.
Strong business acumen and negotiation abilities.
Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities.
Familiarity with a broad range of application, security and infrastructure software is desirable.
Strategic thinking and planning skills: demonstrated effectiveness in conducting market analysis, prioritizing investments, and measuring outcomes
Ability to work in a matrixed environment and across multiple disciplines to orchestrate desired outcomes. Must be skilled in working with cross-functional virtual teams in remote locations.
Ability to travel 40%
Security Clearance or ability to attain one. Must be a US Citizen.
Additional Information
All your information will be kept confidential according to EEO guidelines.
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WHAT YOU CAN EXPECT FROM US:
WHY ZSCALER? People who excel at Zscaler are smart, motivated and share our values. Ask yourself: Do you want to team with the best talent in the industry? Do you want to work on disruptive technology? Do you thrive in a fluid work environment? Do you appreciate a company culture that enables individual and group success and celebrates achievement? If you said yes, we’d love to talk to you about joining our award-winning team. Additional information about Zscaler (NASDAQ: ZS ) is available at https://www.zscaler.com.
Zscaler is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.