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Snowflake is seeking a Capture & Business Development Lead for the US Public Sector to drive growth across Federal, State, and Local government agencies. Reporting to the VP of US Public Sector, you will identify, qualify, and lead the capture of mid-to-large scale program opportunities, positioning Snowflake's AI Data Cloud as a strategic platform for critical government mission requirements.
Key responsibilities include: developing and executing a multi-year business development and capture strategy for the US Public Sector market; understanding top government initiatives and capability gaps in cloud, data management, and AI/ML; identifying and leading pursuit teams for large government programs; building trusted relationships with mission owners, IT providers, acquisition officials, and CXO-level stakeholders across DoD, civilian agencies, and State/Local entities; formulating go-to-market solutions with Sales, Solution Architects, and Product Managers; coordinating with Systems Integrators and channel partners on teaming arrangements and RFI/RFP responses; managing the capture pipeline against assigned quota and bookings MBOs; and providing strategic analysis and decision briefings to senior leadership.
Required qualifications: 12+ years of relevant experience, with minimum 10 years in Business Development or Capture Management in the US Federal/DoD market; proven track record leading development and capture of large, multi-million dollar government programs; successful management of multiyear Public Sector business pipelines including forecasting, proposal development, and contract wins; intimate knowledge of US Public Sector organizations (DoD, IC, Fed-Civ) and procurement lifecycle; strong cross-functional influence, relationship building, and project management skills; analytical and strategic mindset; Bachelor's degree or equivalent military experience; ability to obtain and maintain US Government security clearance (TS/SCI a plus).
