Note: The job is a remote job and is open to candidates in USA. Snowflake delivers the AI Data Cloud, a platform for data warehousing, data lakes, data engineering, data science, data application development, and data sharing. The Capture & Business Development Lead will identify, qualify, and lead the capture of mid-to-large-scale US Public Sector opportunities, build stakeholder and partner relationships, develop go-to-market solutions, and drive pipeline and bookings growth.
Responsibilities
- Strategy & Planning: Create and execute a multi-year business development and capture plan for the US Public Sector market, with the objective of driving significant pipeline growth in outer quarters
- Market Leadership: Understand the top Public Sector initiatives, programs, and capability gaps related to Cloud, data management, artificial intelligence (AI)/machine learning (ML), and related areas
- Opportunity Capture: Identify, qualify, and lead the pursuit team in the development and capture of large government programs and complex opportunities, ensuring alignment with Snowflake’s strategy and product vision
- Stakeholder Engagement: Build and maintain trusted relationships with key mission owners, IT providers, acquisition officials, and CXO-level stakeholders across relevant US Public Sector organizations, including DoD, Civilian agencies, and State/Local entities
- Go-to-Market: Formulate and incubate GTM solutions with internal teams (Sales, Solution Architects, Product Managers) that leverage the Snowflake AI Data Cloud to fill customer capability gaps and meet mission requirements
- Partner Coordination: Work closely with Systems Integrators (SIs), Channel, and Alliance partners to negotiate teaming arrangements/agreements and lead Snowflake's contributions to responses for relevant Requests for Information (RFI) and Requests for Proposals (RFP)
- Performance & Metrics: Responsible for monitoring and tracking the Public Sector capture pipeline and consistently meeting or exceeding assigned pipeline and bookings quota MBOs
- Internal Alignment: Prepare and provide strategic analysis, market information, and decision briefings for senior management to inform bid/no-bid decisions and investment prioritization
Skills
- Over 12 years of relevant work experience, including a minimum of 10 years as a Business Development or Capture Manager in the US Federal/DoD market space
- Proven record of success leading the development and capture of large, multi-million dollar government programs
- Successful track record managing a multiyear Public Sector business pipeline, including forecasting, proposal development, and winning contracts
- Intimate knowledge of US Public Sector organizations (e.g., DoD, IC, Fed-Civ) and operational practices, including the procurement lifecycle and familiarity with federal solicitation processes
- Strong cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, and technical management
- Highly analytical, strategic mindset, and a self-starter with a high degree of initiative
- Bachelor's degree or equivalent military experience is required
- Must possess or be willing to obtain and maintain a US Government security clearance
- TS/SCI clearance is a plus
Benefits
- Remote work in the Washington metropolitan area
Company Overview