Remote SLED Business Development & Capture Lead

Palo Alto Networks, Inc.; Reston (VA); Remote; USD 120.000 - 180.000; Vollzeit

Zusammenfassung

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

You will drive end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR growth through multi-product platformization. You will work 6–18 months ahead of RFPs with field sales, legal, finance, solution architects, and prime contractors to navigate complex procurements and embed PANW capabilities into winning architectures.

Qualifikationen

• Bachelor’s degree or equivalent practical experience.
• 10+ years in enterprise technology business development or capture management for SLED.
• Proven track record executing end-to-end capture and shaping pursuits 6–18 months pre-RFP using structured methodologies (e.g., Shipley).
• Experience driving multi-product adoption to accelerate pipeline, bookings, and ARR growth.
• Deep knowledge of state and local procurement regulations, RFP cycles, and cooperative purchasing vehicles.

Aufgaben

• Develop end-to-end capture and BD strategies to accelerate pipeline, bookings, and ARR growth across target SLED accounts.
• Partner with field sales, legal, finance, solution architects, and prime contractors to navigate procurements.
• Lead pre-RFP activities 6–18 months ahead of solicitation to maximize P-Win.
• Collaborate with partners to shape architectures and embed platform capabilities into proposals.
• Leverage data and pipeline analytics to optimize capture performance and outcomes.

Kenntnisse

End-to-end capture

BD strategy

RFP pre-planning

Data analytics

AI platforms

Ausbildung

Bachelor’s degree in Business/IT/CS

Tools

Shipley method

Proposals tools

CRM software

Jobbeschreibung

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

You will drive end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR growth through multi-product platformization. You will work 6–18 months ahead of RFPs with field sales, legal, finance, solution architects, and prime contractors to navigate complex procurements and embed PANW capabilities into winning architectures.