Remote SLED Business Development & Capture Lead

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

Job summary

Palo Alto Networks is seeking a remote Business Development Capture Manager for the State and Local Government and Education market. You will drive end-to-end BD and capture strategies, partnering with field sales, legal, finance, and solution architects to navigate complex procurements and embed PANW capabilities into winning proposals.

You will lead proactive campaigns, align with prime contractors, and leverage data-driven insights to improve P-Win and pipeline efficiency across multi-product

Qualifications

• Bachelor’s degree or equivalent in a relevant field (or practical experience).
• 10+ years in enterprise technology BD or capture management focused on SLED.
• Proven end-to-end capture experience using structured methodologies (e.g., Shipley).
• Experience driving multi-product adoption to accelerate pipeline and ARR in public sector.
• Deep knowledge of state/local procurement regulations and cooperative purchasing vehicles.

Responsibilities

• Execute BD and capture strategies to accelerate pipeline, bookings, and ARR growth.
• Navigate complex procurements with prime contractors and SIs to win large solicitations.
• Collaborate with sales leadership pre-RFP to qualify pursuits and build proactive pipeline.
• Validate technical fit with Solution Consultants and Architects and embed platform capabilities.
• Track programmatic impact with data-driven insights to optimize capture performance.

Skills

BD strategy

Capture management

Data analytics

AI platforms

Stakeholder management

Public sector knowledge

Education

Bachelor's degree or equivalent

Tools

Google Gemini

OpenAI ChatGPT

Anthropic Claude

Job description

Palo Alto Networks is seeking a remote Business Development Capture Manager for the State and Local Government and Education market. You will drive end-to-end BD and capture strategies, partnering with field sales, legal, finance, and solution architects to navigate complex procurements and embed PANW capabilities into winning proposals.

You will lead proactive campaigns, align with prime contractors, and leverage data-driven insights to improve P-Win and pipeline efficiency across multi-product