Remote SLED Business Development & Capture Lead

Palo Alto Networks; New York (NY); Remote; USD 160,000 - 230,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned Business Development and Capture Manager for the State and Local Government & Education sector. You will lead end-to-end BD and capture programs, align with field sales, legal, and finance, and leverage AI to strengthen proposals and win strategies.

You will work with primes, systems integrators, and partners to shape winning architectures, drive multi-product platformization, and push for rapid, data-driven capture success across public sector accounts.

Qualifications

• 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).

Responsibilities

• Execute strategies that accelerate pipeline, bookings, and ARR growth while driving multi-product platformization across target accounts.
• 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.

Skills

BD strategy

Capture management

SLED public sector

RFP know-how

Shipley methodology

Stakeholder alignment

Data analytics

Generative AI

Education

Bachelor's degree in Business/IT/CS

Tools

CRM systems

Procurement platforms

Job description

Palo Alto Networks is seeking a seasoned Business Development and Capture Manager for the State and Local Government & Education sector. You will lead end-to-end BD and capture programs, align with field sales, legal, and finance, and leverage AI to strengthen proposals and win strategies.

You will work with primes, systems integrators, and partners to shape winning architectures, drive multi-product platformization, and push for rapid, data-driven capture success across public sector accounts.