Remote SLED Capture & Growth Leader

Palo Alto Networks; Yorktown (VA); Remote; USD 140,000 - 190,000; Full time

Job summary

Palo Alto Networks seeks a Business Development and Capture Manager for the State and Local Government and Education (SLED) market to drive end-to-end BD and capture strategies that accelerate pipeline, bookings, and ARR growth.

You will work 6–18 months ahead of RFPs, partnering with field sales, legal, finance, solution architects, and prime contractors to navigate procurements, embed PANW capabilities in winning architectures, and use data-driven insights to optimize capture performance.

Qualifications

• Bachelor’s degree or equivalent practical experience.
• 10+ years in enterprise technology BD or capture management for SLED.
• Proven end-to-end capture experience and 6–18 month pre-RFP planning.
• Track record accelerating multi-product adoption in public sector accounts.
• Deep knowledge of state/local procurement, RFP cycles, and NASPO ValuePoint.

Responsibilities

• Execute BD and capture strategies to accelerate pipeline, bookings, and ARR growth.
• Navigate complex procurements with prime contractors and partners.
• Qualify pursuits 6–18 months pre-RFP and build proactive pipelines.
• Collaborate with Solution Consultants/Architects to embed platform capabilities.
• Leverage data analytics to optimize capture performance and outcomes.

Skills

BD & Capture

SLED experience

RFP process

Data analytics

Partner ecosystems

Education

Bachelor’s degree

Tools

Shipley

Google Gemini

OpenAI ChatGPT

Anthropic Claude

CRM analytics

Job description

Palo Alto Networks seeks a Business Development and Capture Manager for the State and Local Government and Education (SLED) market to drive end-to-end BD and capture strategies that accelerate pipeline, bookings, and ARR growth.

You will work 6–18 months ahead of RFPs, partnering with field sales, legal, finance, solution architects, and prime contractors to navigate procurements, embed PANW capabilities in winning architectures, and use data-driven insights to optimize capture performance.