Business Development & Capture - PubSec

WHO WE ARE

Snowflake delivers the AI Data Cloud, a global network where thousands of organizations mobilize data with near-unlimited scale, concurrency, and performance. Inside the AI Data Cloud, organizations unite their siloed data, easily discover and securely share governed data, and execute diverse analytic workloads. Wherever data or users live, Snowflake delivers a single and seamless experience across multiple public clouds. Snowflake’s platform is the engine that powers and provides access to the AI Data Cloud, creating a solution for data warehousing, data lakes, data engineering, data science, data application development, and data sharing. Join Snowflake customers, partners, and data providers already taking their businesses to new frontiers in the AI Data Cloud.

WHO YOU ARE

Snowflake is experiencing exponential growth, and we are expanding our Public Sector team to help us scale our impact across Federal, State, and Local government agencies. As the Business Development & Capture for the US Public Sector, you will be responsible for identifying, qualifying, and leading the capture of mid-large scale program opportunities across the US Public Sector market. You will primarily work with mission owners, program offices, partners, and key stakeholders to position the Snowflake AI Data Cloud as a strategic platform for meeting critical government mission requirements. Reporting to the VP of US Public Sector, you will have a unique opportunity to drive pursuits with high priority target departments and agencies and lead tip of the spear engagement on behalf of Snowflake.

Key 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

Minimum Qualifications:

• Experience: 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

• Track Record: Proven record of success leading the development and capture of large, multi-million dollar government programs

• Business Acumen: Successful track record managing a multiyear Public Sector business pipeline, including forecasting, proposal development, and winning contracts

• Domain Knowledge: 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

• Skills: 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

• Education: Bachelor's degree or equivalent military experience is required

• Clearance: Must possess or be willing to obtain and maintain a US Government security clearance (e.g., TS/SCI clearance is a plus)