Senior Business Development Capture Manager - Federal Civilian

Palo Alto Networks•Reston, VA

7d•Onsite

About The Position

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes. Job Summary Your Career The Capture/Business Development Manager is responsible for leading strategic business development efforts across the Federal Civilian market, with a primary focus on the law enforcement vertical (Department of Justice, Department of Homeland Security) and the Department of State. You will identify and shape target opportunities ahead of solicitation, qualify the program pipeline, and win critical programs. Working closely with customers, partners, and System Integrators (SIs), you will act as a subject-matter sales expert, demonstrate how our solutions exceed customer requirements, and quarterback win strategies alongside Field Sales, Proposal, Legal, Finance, and System Integrator teammates. You will also partner with sales account teams post-award to ensure the successful launch of your business development efforts. This is a senior-level individual contributor position with a competitive compensation plan based on major program milestones and wins. Your Impact Pinpoint funded agency initiatives and build relationships with key Program Managers 12–24 months before a contract opens. Shape responses to RFIs and draft RFPs to influence the government’s technical requirements in favor of your solution’s unique capabilities. Secure a route to market by getting onto a preferred purchasing vehicle or signing a Teaming Agreement with prime contractors. Pass internal proposal reviews to ensure 100% compliance with evaluation criteria before submitting a formal bid. Proactively collaborate with Senior Management and Sales Account Teams to provide market analysis and recommendations for bid/no-bid decisions. Monitor relevant bid boards, forecast tools, and market intelligence sources to identify, track, and qualify new and existing opportunities. Develop and substantiate a winning value proposition that meets customer needs while analyzing critical business drivers and risks. Develop a value proposition and supporting proposal content that embeds Palo Alto Networks solutions into prime contractor responses. Engage with decision-makers and influencers within customer accounts and partner organizations to demonstrate credibility and build long-term relationships. Close coordination and teamwork with the end user account team on customer requirements and future needs to drive the FSI go to market proposal influence and preference for PANW capabilities and technologies

Requirements

Bachelor's degree or equivalent military/education experience.
15+ years of professional experience in Business Development, Enterprise Sales, Strategic Partnerships, Management Consulting, or Technical Product Strategy.
Demonstrated success in the development and capture of large Federal Civilian programs.
Experience supporting Law Enforcement (Departments of Homeland Security and Justice) and the Department of State.
Demonstrated ability to influence and present to C-level executives (both internally and client-side).
Experience leading complex, cross-functional teams (e.g., Sales, Legal, Finance, Engineering) through the entire capture and proposal lifecycle.
Proven ability to articulate compelling, business outcome-focused value propositions to executive and technical audiences.
Strong business acumen, negotiation abilities, and experience negotiating and establishing teaming arrangements/agreements.
Experience working with channel partners, system integrators, and alliance teams.
Familiarity with a broad range of application, security, and infrastructure software.
Established contacts with FSI executives and program leaders across the federal law enforcement and diplomacy community.
Intimate knowledge of the Federal Civilian market, law enforcement and homeland security agencies, and federal procurement vehicles.
Proven track record of originating, structuring, and closing complex, high-value agreements and partner alliances.

Nice To Haves

MBA or Master’s degree in Data Science, Finance, Engineering, or Public Policy.
PMP or CISSP certification.
Strong background in federal cybersecurity, with a successful track record leading capture efforts targeted at defense, intelligence, or civilian agency cyber initiatives.
Strong quantitative background utilizing data, risk metrics, and compliance standards to shape multi-year strategic cybersecurity plans aligned with agency mission requirements.

Responsibilities

Lead strategic business development efforts across the Federal Civilian market, focusing on law enforcement (DOJ, DHS) and the Department of State.
Identify and shape target opportunities ahead of solicitation.
Qualify the program pipeline and win critical programs.
Act as a subject-matter sales expert, demonstrating how solutions exceed customer requirements.
Quarterback win strategies with Field Sales, Proposal, Legal, Finance, and SI teammates.
Partner with sales account teams post-award to ensure successful launch of business development efforts.
Pinpoint funded agency initiatives and build relationships with key Program Managers 12-24 months before a contract opens.
Shape responses to RFIs and draft RFPs to influence government technical requirements.
Secure a route to market by getting onto a preferred purchasing vehicle or signing a Teaming Agreement with prime contractors.
Pass internal proposal reviews to ensure 100% compliance with evaluation criteria before submitting a formal bid.
Collaborate with Senior Management and Sales Account Teams to provide market analysis and recommendations for bid/no-bid decisions.
Monitor bid boards, forecast tools, and market intelligence to identify, track, and qualify opportunities.
Develop and substantiate a winning value proposition that meets customer needs while analyzing critical business drivers and risks.
Develop a value proposition and supporting proposal content that embeds Palo Alto Networks solutions into prime contractor responses.
Engage with decision-makers and influencers within customer accounts and partner organizations to demonstrate credibility and build long-term relationships.
Coordinate with the end-user account team on customer requirements and future needs to drive FSI go-to-market proposal influence and preference for PANW capabilities and technologies.