About Us:
SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.
We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!
What are we looking for?
SentinelOne is seeking a Sr. Capture Manager within our SLED Sales organization. The successful candidate will report into the VP of Sales, US SLED and be responsible for driving the capture processes in concert with business development executives and solution architects. This role will lead pre-proposal shaping activities, orchestrate capture activities during the proposal phase and post-submittal activities, and be responsible for leading $50M-$100M+ opportunities toward a high win probability.
What will you do?
- Working in conjunction with Business Development Executives, the Sr. Capture Manager is responsible for developing, executing and driving winning capture strategies for assigned opportunities, including both new work and re-compete contracts;
- Responsible for win theme development and validation, solution development, competitive assessments, teaming strategy, pricing strategy recommendations (based on a price to win and other competitive assessments), communications plans, action plans and execution plans
- Managing the effective execution of capture pursuits, tracking performance to cost and schedule, and communicating status to leadership;
- Supporting Business Development and/or Account Teams as they seek to develop and maintain high quality relationships with customers and partners, including next generation technology vendors;
- Shaping opportunities and improving our position throughout the opportunity lifecycle;
- Formulating and supporting the communication and implementation of an integrated business development, capture and proposal strategy that clearly highlights SentinelOne’s value proposition and discriminators, and provides customers a clear and defensible justification for selecting SentinelOne for award; and
- Facilitating proposal management activities to support the RFP, RFQ, Task Order or RFI response. These activities may include creating response templates, creating and managing the proposal calendar, creating and managing Sell/B&P budgets, and overseeing and executing desk top publishing or other production support efforts in advance of final submission to the government.
What skills and knowledge should you bring?
- Education/Experience: Bachelor’s degree with 5+ years of hands-on experience in Program Management, Strategic Capture, Proposal Management, and/or Business Development. In lieu of degree 10+ years of hands-on experience in Program Management, Strategic Capture, Proposal Management and/or Business Development.
- Required Technical Skills: Experience mining and leveraging systems such as SAM.gov, GovWin, FPDS, etc.
- Required Skills and Abilities: Experience with Win Theme development, pricing, and staffing activities. Experience leading and negotiating teaming agreements and strategic alliances. Experience briefing senior executives, up to and including members of the C-Suite. Proven ability to establish and maintain a customer and industry participant network. Demonstrated effectiveness collaborating with subject matter experts, functional leads, and program teams. Demonstrable understanding of various procurement types (non-IDIQ and IDIQ - single or multiple award contracts), as well as contract types (e.g., FFP, T&M, CPFF, FUP).
Why us?
You will be joining a cutting-edge company, where you will tackle extraordinary challenges and work with the very best in the industry.
- Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
- Unlimited PTO
- Industry leading gender-neutral parental leave
- Paid Company Holidays
- Paid Sick Time
- Employee stock purchase program
- Disability and life insurance
- Employee assistance program
- Gym membership reimbursement
- Cell phone reimbursement
- Numerous company-sponsored events including regular happy hours and team building events
This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions.
Base Salary Range
$138,000—$190,000 USD
SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
SentinelOne participates in the E-Verify Program for all U.S. based roles.
