Remote SLED BD & Capture Lead

Palo Alto Networks, Inc.; New York (NY); Remote; USD 150,000 - 210,000; Full time

Job summary

Palo Alto Networks, Inc. seeks a Senior Business Development and Capture Manager focused on the State and Local Government and Education market.

You will drive end-to-end growth, shaping pursuits from pre-RFP to award, collaborating with field sales, legal, and finance to win opportunities across a multi-product platform. You will partner with prime contractors and solution architects, use data-driven insights to improve P-Win, and leverage AI tools to strengthen proposals.

Qualifications

• Bachelor’s degree in Business, IT, CS, or related discipline or equivalent practical experience.
• 10+ years in enterprise technology business development or capture management for SLED.
• Proven end-to-end capture execution 6–18 months pre-RFP using structured methodologies (e.g., Shipley).
• Experience aligning with prime contractors, SIers, and channel partners to win major solicitations.
• Experience with data-driven insights to optimize capture performance.

Responsibilities

• Drive end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR growth.
• Partner with field sales, legal, finance, solution architects, and primes to navigate procurements.
• Qualify high-impact pursuits 6–18 months pre-RFP and build proactive pipelines.
• Validate technical fit and embed PANW platform capabilities across capture pursuits.
• Track programmatic impact to maximize P-Win and ecosystem alignment.

Skills

Business development

Capture management

SLED knowledge

RFP experience

Partnerships

Data analytics

Generative AI

Education

Bachelor's degree in Business/IT/CS or equivalent

Tools

Shipley framework

CRM software

Job description

Palo Alto Networks, Inc. seeks a Senior Business Development and Capture Manager focused on the State and Local Government and Education market.

You will drive end-to-end growth, shaping pursuits from pre-RFP to award, collaborating with field sales, legal, and finance to win opportunities across a multi-product platform. You will partner with prime contractors and solution architects, use data-driven insights to improve P-Win, and leverage AI tools to strengthen proposals.