Public Sector BD & Capture Lead - Remote

Snowflake

Washington (District of Columbia)

On-site

USD 144,000 - 189,000

Full time

2 days ago

Be an early applicant

Application generator

Turn this role into an interview — a resume and cover letter built around what this employer wants.

Get past ATS filters

Benefits offered by this job

Medical, dental, vision

401(k) plan

Flexible spending & Health Savings

Paid holidays

Paid time off

Parental leave

Employee assistance program

Job summary

Snowflake is seeking a seasoned Business Development & Capture leader for the US Public Sector to identify, qualify, and lead capture of large government programs across the United States. You will work with mission owners, IT providers, partners, and stakeholders to position the Snowflake AI Data Cloud as a strategic platform aligning with mission requirements.

Reporting to the VP of US Public Sector, you will drive pursuits with priority departments, collaborate with Sales and Solution

Qualifications

Over 12 years of relevant work experience, including at least 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.
Experience 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 procurement lifecycle, including federal solicitation processes.
Strong cross-functional influence, relationship building, and project management skills toward a broad constituency; analytical, strategic mindset, and self-starter initiative.
Bachelor's degree or equivalent military experience is required.
Must possess or be willing to obtain and maintain a US Government security clearance (e.g., TS/SCI clearance is a plus).

Responsibilities

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.
Understand the top Public Sector initiatives, programs, and capability gaps related to Cloud, data management, AI/ML, and related areas.
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.
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.
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.
Work closely with Systems Integrators (SIs), Channel, and Alliance partners to negotiate teaming arrangements/agreements and lead Snowflake's contributions to responses for RFIs and RFPs.
Responsible for monitoring and tracking the Public Sector capture pipeline and consistently meeting or exceeding assigned pipeline and bookings quota MBOs.
Prepare and provide strategic analysis, market information, and decision briefings for senior management to inform bid/no-bid decisions and investment prioritization.