Business Development & Capture - PubSec

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

Languages