Business Development Capture Manager - SLED

Palo Alto Networks • Plano, TX

10h • $158,000 - $255,000

About The Position

This role is responsible for leading the strategic programmatic capture efforts in the SLED (State, Local, and Education) districts. You will identify target opportunities, qualify the program pipeline, and win critical programs. Working closely with prospects and partners, you will act as a subject-matter sales expert, demonstrating how our solutions exceed customer requirements and quarterbacking win strategies with Field/Inside Sales, Proposal, Legal, Finance, and System Integrator teammates. This is a senior-level individual contributor position with a competitive compensation plan based on major program milestones and wins.

Requirements

• Bachelor's degree or equivalent military/education experience and 15+ years of related experience.
• Demonstrated success in the development and capture of large government programs, specifically within the SLED market.
• Proven ability to articulate compelling, business outcome-focused value propositions to executive and technical audiences.
• Experience leading complex, cross-functional teams (e.g., Sales, Legal, Finance, Engineering) through the entire capture and proposal lifecycle.
• Strong business acumen, negotiation abilities, and experience establishing teaming agreements.
• Experience working with channel partners, system integrators, and alliance teams.
• Adept at negotiating and establishing teaming arrangements/agreements.
• Familiarity with a broad range of application, security, and infrastructure software.
• Established contacts and intimate knowledge of the SLED market and procurement vehicles.

Responsibilities

• Meet and exceed assigned pipeline and bookings quota MBOs through strategic capture efforts.
• Proactively collaborate with Senior Management and Sales Account Teams to provide market analysis and strategic recommendations for bid/no-bid decisions.
• Monitor relevant bid-boards and market intelligence sources to identify, track, and qualify new and existing opportunities.
• Lead cross-functional pursuit teams in developing and substantiating a winning value proposition that meets customer needs and analyzes critical business drivers and risks.
• Prepare and deliver information and decision briefings for senior management to ensure alignment and secure resources.
• Support price-to-win (PTW) analysis to establish competitive and profitable pricing strategies.
• Partner with key business units and their leadership to develop winning sales strategies and gather customer feedback to inform product and solution development.
• Engage with senior decision-makers and influencers internally and within customer accounts, demonstrating credibility and building trusted relationships.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees