Remote SLED BD & Capture Lead

Palo Alto Networks, Inc.; Plano (TX); Remote; USD 140,000 - 210,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a seasoned Business Development and Capture Manager focused on the State and Local Government and Education (SLED) market.

This remote role drives end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR growth through multi-product platformization. You will partner with field sales, prime contractors, and Solution Consultants to ensure winning pursuits, leveraging Shipley-style methodologies and AI-enabled security platforms to shape

Qualifications

• 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).
• Documented success driving multi-product adoption across enterprise public sector accounts.

Responsibilities

• Lead end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR growth.
• Navigate complex procurements and proactive BD campaigns with prime contractors.
• Qualify high-impact pursuits with field sales, build proactive pipeline and execute capture strategies.
• Validate technical fit with Solution Consultants and Architects and embed platform capabilities.
• Analyze data to optimize capture performance and align field sales and partners.

Skills

Enterprise BD

Capture management

SLED

RFP strategies

Partner ecosystems

AI platforms

Deal negotiations

Education

Bachelor’s degree or equivalent

Job description

Palo Alto Networks, Inc. is seeking a seasoned Business Development and Capture Manager focused on the State and Local Government and Education (SLED) market.

This remote role drives end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR growth through multi-product platformization. You will partner with field sales, prime contractors, and Solution Consultants to ensure winning pursuits, leveraging Shipley-style methodologies and AI-enabled security platforms to shape