Business Development Manager - Capture - SLED/Healthcare Remote

  • Washington, DC, USA
  • Employees can work remotely
  • Full-time
  • Department: Sales

Company Description

Traditional security companies are becoming less relevant as cloud adoption and digital transformation become the norm in every market industry and in every market segmentation. Zscaler has been a leader in Gartner’s MQ for 12 consecutive years and has helped shape the emerging SASE category (a true category creator). We are well positioned to dominate this massively growing cloud security market. 

The Zscaler Sales Culture
Winning Technology and Products -We offer the best technology and products for the cloud first world. We pioneered cloud security and continue to grow our 70B + TAM by releasing new products every year.
Investing in People – A well-funded and world-class Sales Strategy and Enablement Team to help you succeed. Sales process, practical methods and training to help you ramp faster and close larger deals as companies accelerate their move to the cloud.
Supportive Leadership – An industry leading leadership team with strong values, off the chart business acumen that well help you succeed quickly, while providing mentorship and career growth.
Competitive; We Play to Win – We are playing in a Rapidly growing TAM and huge market mega-shifts that leads directly to Zscaler; tracking a growth path similar to Salesforce, Workday, & ServiceNow.

Job Description

The SLED Growth/Business Development/Capture Manager will "sell with" the SLED/Healthcare System Integrator community and will take ownership of identifying and recruiting System Integrators, Zscaler practice and solution development, customer alignment and strategy, and Program pursuit for our award-winning Cloud-based Security as a Service Platform. Having extensive experience with Federal System Integrators and managing large program pursuits will be critical for the success as the Business Development Manager. This is a senior-level individual contributor position tied to metrics for pipeline growth and bookings.


  • Establish strategic relationships with SLED/Healthcare System Integrators, Zscaler Sales Leadership, Account Managers, Engineering, Marketing and Support teams.

  • Develop and maintain detailed working knowledge of Federal System Integrator partner’s service offering portfolio and leverage Zscaler’s strengths to fill partner portfolio gaps and improve partner’s ability to compete in their Public Sector markets.

  • Understand SLED/Healthcare Systems Integrator's service offerings and service delivery financial models and constraints, and lead the effort to develop custom financial models for Zscaler offerings.

  • Team with Zscaler Sales Leadership, Account Managers, and Engineers to develop Program pursuit strategies, identifying SLED/Healthcare System Integrators, coordinating response teams, and negotiating teaming arrangements and agreements.

  • Lead and facilitate field and SLED/Healthcare System Integrator joint customer identification and pursuits.

  • Proven program management skills and able to demonstrate leadership capabilities

  • Prepare and provide information and decision briefings for senior management

  • Develop Capture Team organization and coordinate with staff for resource inclusion

  • Develop and lead proposal reviews throughout the capture cycle

  • Oversee development and presentation of Orals when required

  • Support price to win (PTW) analysis and helps establish the PTW target

  • Coordinates deal team efforts with sponsorship of sales Regional Director’s priorities

  • Responsible for validating/endorsing the technical solution for the deal with the Solution Architect and/or Sales Engineering Team

  • Works with delivery team to assure that solution design can be properly delivered

  • Develops deal timeline and ensures that the pursuit team meets deal milestones and deadlines


  • 10 or more years of relevant experience, including Program Capture and Business Development and solution sales with major Security, IT providers or software companies.

  • Proven ability to articulate compelling, industry focused, value propositions at executive levels

  • Demonstrated success in the development and capture of large government programs

  • Adept at negotiating and establishing teaming arrangements/agreements 

  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management. 

  • Strong business acumen and negotiation abilities. 

  • Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities.

  • Familiarity with a broad range of application, security and infrastructure software is desirable.

  • Strategic thinking and planning skills: demonstrated effectiveness in conducting market analysis, prioritizing investments, and measuring outcomes

  • Ability to work in a matrixed environment and across multiple disciplines to orchestrate desired outcomes. Must be skilled in working with cross-functional virtual teams in remote locations. 

  • Ability to travel 40%

  • Security Clearance or ability to attain one. Must be a US Citizen.

Additional Information

All your information will be kept confidential according to EEO guidelines.


What You Can Expect From Us:

  • An environment where you will be working on cutting edge technologies and architectures
  • A fun, passionate and collaborative workplace
  • Competitive salary and benefits, including equity

Why Zscaler?

People who excel at Zscaler are smart, motivated and share our values. Ask yourself: Do you want to team with the best talent in the industry? Do you want to work on disruptive technology? Do you thrive in a fluid work environment? Do you appreciate a company culture that enables individual and group success and celebrates achievement? If you said yes, we’d love to talk to you about joining our award-winning team. 

Additional information about Zscaler (NASDAQ: ZS ) is available at

Zscaler is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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