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Business Development & Capture - PubSec

Snowflake Inc.· Solution Engineering
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Remote$144k - $189kFull-timePosted 1mo ago

About the role

Public Sector focused role at Snowflake to identify, qualify, and lead the capture of mid-to-large scale government opportunities across US Federal, State, and Local agencies, positioning the Snowflake AI Data Cloud as a strategic platform.

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, AI/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 RFIs/RFPs
  • Performance & Metrics: Monitor and track the Public Sector capture pipeline and consistently meet or exceed assigned pipeline and bookings quota MB0s
  • Internal Alignment: Prepare strategic analysis, market information, and decision briefings for senior management to inform bid/no-bid decisions and investment prioritization

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 procurement lifecycle and familiarity with federal solicitation processes
  • Skills: Strong cross-functional influence, relationship building, and project management toward customers, channel partners, sales, and technical management; analytical, strategic mindset; self-starter with initiative
  • Education: Bachelor's degree or equivalent military experience
  • Clearance: Must possess or be willing to obtain and maintain a US Government security clearance (e.g., TS/SCI clearance is a plus)

Skills

Required:Business Development & CaptureStakeholder Engagement
Last updated Oct 1, 2026. Interested? Apply on the company site.

About Snowflake Inc.

The Data Platform Built for Data Teams.

Snowflake powers AI, data engineering, applications, and analytics on a trusted, scalable AI Data Cloud—eliminating silos and accelerating innovation.

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