Business Development Capture Manager - SLED

Palo Alto Networks; Virginia; On-site; USD 150,000 - 210,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned Business Development and Capture Manager to drive end-to-end BD and capture strategies for the State, Local Government, and Education sector. You will proactively pursue multi-product opportunities, align with field sales, legal, finance, and solution architects, and leverage data-driven insights to win complex procurements.

You will work 6–18 months before RFPs to shape pursuits, collaborate with prime contractors and partners, and embed PANW

Qualifications

• 10+ years in enterprise technology business development or capture management focused on SLED.
• Bachelor-level degree in business/IT/CS or equivalent practical experience.
• Proven end-to-end capture and shaping pursuits 6–18 months pre‑RFP using structured methodologies.
• Knowledge of state/local procurement regulations and cooperative purchasing (e.g., NASPO ValuePoint).
• Experience aligning with prime contractors, SI, and channel partners on major solicitations.
• Collaborating with Solution Consultants/Architects to embed platform capabilities.

Responsibilities

• Execute BD and capture strategies to accelerate pipeline, bookings, and ARR growth.
• Collaborate with field sales, legal, finance, and solution architects 6–18 months prior to RFPs.
• Navigate complex procurements and embed PANW capabilities in winning architectures.
• Track programmatic impact using data-driven insights to optimize capture performance.
• Coordinate with partners and customers to align on major solicitations and outcomes.

Skills

BD strategy

Data-driven insights

AI platforms

Stakeholder management

Partner ecosystem

Cross-functional collaboration

RFP/proposal execution

Education

Bachelor's degree in Business/IT/CS

Tools

Shipley methodology

Google Gemini

OpenAI ChatGPT

Anthropic Claude

Job description

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!

Job Summary

Your Career

As a Business Development and Capture Manager focused specifically on the State and Local Government and Education (SLED) market, you will drive end-to-end business development and capture strategies that 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 who partners with field sales, legal, finance, solution architects, and prime contractors to navigate complex procurements and embed PANW capabilities into winning technical architectures. By leveraging data‑driven insights to track programmatic impact, you will continuously optimize capture execution to maximize P‑Win and deeply align the broader partner ecosystem with customer needs.

Your Impact

• Execute strategies that accelerate pipeline, bookings, and ARR growth while driving multi-product platformization across target accounts while partnering closely with the field sales organization.
• Serve as trusted domain experts to navigate complex procurements, drive proactive BD campaigns, and align with prime contractors leading major solicitations.
• Partner with sales leadership 6–18 months pre‑RFP to qualify high‑impact pursuits, build proactive pipeline, and execute capture strategies that maximize P‑Win.
• Partner with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed PANW platform capabilities across all capture pursuits.
• Track and evaluate programmatic impact using data‑driven insights to optimize capture performance and align field sales, partner ecosystems, and end customers.

Qualifications

Your Experience

• Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline (or equivalent practical experience).
• 10+ years in enterprise technology business development or capture management focused specifically on State and Local Government and Education (SLED).
• Proven track record executing end-to-end capture and shaping pursuits 6–18 months pre‑RFP using structured methodologies (e.g., 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 (e.g., 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 while leveraging data and pipeline analytics to optimize capture performance.
• Hands‑on experience leveraging generative AI platforms (e.g., Google Gemini, OpenAI ChatGPT, Anthropic Claude).

Preferred Qualifications

• Strong background in cybersecurity, SaaS, cloud, or enterprise infrastructure, with direct exposure to Zero Trust frameworks and AI‑driven security platforms.
• Proven track record of 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.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non‑sales roles) or base salary + commission target (for sales/com‑missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here .

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.