Business Development Capture Manager - SLED

Palo Alto Networks • Reston, OR

4d • Remote

About The Position

As a Business Development and Capture Manager focused on the State and Local Government and Education (SLED) market, you will drive end-to-end business development and capture strategies to accelerate pipeline, bookings, and ARR growth through multi-product platformization. Operating 6–18 months ahead of RFPs, you will serve as a trusted domain expert and partner with field sales, legal, finance, solution architects, and prime contractors to navigate complex procurements and embed Palo Alto Networks capabilities into winning technical architectures. You will use data-driven insights to track programmatic impact, optimize capture execution, maximize P-Win, and align the broader partner ecosystem with customer needs.

Requirements

• Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline, or equivalent practical experience.
• 10+ years of enterprise technology business development or capture management experience focused specifically on the SLED market.
• Proven track record executing end-to-end capture and shaping pursuits 6–18 months before RFPs using structured methodologies such as Shipley to maximize P-Win.
• Documented success driving multi-product adoption (platformization) to accelerate pipeline, bookings, and ARR growth across enterprise public sector accounts.
• Deep knowledge of state and local procurement regulations, RFP cycles, budgeting processes, and cooperative purchasing vehicles such as NASPO ValuePoint.
• Proven experience aligning with prime contractors, systems integrators, and channel partners to structure winning teaming agreements on major solicitations.
• Experience collaborating with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed platform capabilities into proposals.
• Demonstrated ability to partner across field sales, legal, and finance to structure deals and use data and pipeline analytics to optimize capture performance.
• Hands-on experience leveraging generative AI platforms such as Google Gemini, OpenAI ChatGPT, or Anthropic Claude.

Nice To Haves

• Strong background in cybersecurity, SaaS, cloud, or enterprise infrastructure, with direct exposure to Zero Trust frameworks and AI-driven security platforms.
• Proven track record collaborating with partner ecosystems to expand market reach and accelerate growth across the SLED landscape.
• Demonstrated history of developing 12- to 36-month growth strategies aligned with state budget cycles and digital modernization initiatives, leveraging Shipley or equivalent capture frameworks.

Responsibilities

• Execute strategies to accelerate pipeline, bookings, and ARR growth and drive multi-product platformization across target accounts in partnership with field sales.
• Navigate complex procurements, drive proactive business development campaigns, and align with prime contractors leading major solicitations.
• Partner with sales leadership 6–18 months before RFPs to qualify high-impact pursuits, build proactive pipeline, and execute capture strategies that maximize P-Win.
• Work with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed platform capabilities across capture pursuits.
• Track and evaluate programmatic impact using data-driven insights to optimize capture performance and align field sales, partner ecosystems, and end customers.

Benefits

• The compensation may include restricted stock units and a bonus. The job posting refers candidates to a separate page for a description of employee benefits but does not specify those benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior