Capture Manager Public Sector, Department of War, Intelligence, System Integrators

Trellix•Reston, VA

11d•$200,000 - $240,000•Remote

About The Position

The Capture Manager for Department of War, Intelligence Community, and System Integrator customers develops new business for large, complex cybersecurity opportunities and helps establish repeatable go-to-market approaches for product and services opportunities. The role works with sales teams, customers, and partners to develop business opportunities and achieve revenue goals. In coordination with Field Sales Representatives, Presales Engineers, and Professional Services, the Capture Manager leads adoption of Trellix security solutions in the public sector, identifies target opportunities, builds joint pipeline, and leads long-term capture pursuits. The position reports to the Vice President of DoW/IC/SI. The Capture Manager collaborates across Trellix—including Product Managers, Sales Engineering, Sales Operations, Legal, and Professional Services—to advance and close complex opportunities. The role also develops customer and partner relationships, including at the C-level; forecasts capture pursuits; contributes written responses and presentations; and serves as a trusted advisor to customers and end users.

Requirements

At least 4 years of capture experience selling solutions, products, and services.
Experience selling into major accounts within DoW/IC/SI.
Strong writing skills and experience responding to large government RFIs, RFPs, and BAAs, and developing white papers.
Record of managing and closing large, complex deals involving software and hardware solutions and/or services.
Business development expertise working with sales teams.
U.S. citizenship.
Strong presentation skills for selling complex security solutions to customers and all levels within Trellix.
Strong leadership and accountability for the capture pipeline.
Excellent customer focus, attention to detail, and ability to operate in a dynamic sales organization.

Responsibilities

Generate pipeline in coordination with the sales team and meet revenue goals.
Meet and exceed assigned pipeline and bookings goals.
Build relationships with customers and partners across all levels, especially C-level.
Lead strategic, long-term capture pursuits and forecast with insight and accuracy.
Collaborate with Product Managers, Sales Engineering, Sales Operations, Legal, Professional Services, and other Trellix teams to close large, complex opportunities.
Develop and pioneer go-to-market approaches and techniques.
Create written content for RFIs, RFQs, RFPs, BAAs, and white papers to support pipeline generation and go-to-market success.
Create high-impact presentations that communicate Trellix's business and value proposition to customers and internal audiences.
Demonstrate how proposed security solutions meet customer requirements.