Remote SLED Growth & Capture Leader

Palo Alto Networks

Plano (TX)

Remote

USD 150,000 - 210,000

Full time

3 days ago

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Job summary

Palo Alto Networks is seeking a seasoned Business Development and Capture Manager for the State and Local Government and Education (SLED) market. You’ll drive end-to-end capture and BD strategies to accelerate pipeline, bookings, and ARR growth, collaborating with field sales, legal, finance, and architects to win major procurements.

You'll work 6–18 months ahead of RFPs, leveraging data insights and AI tools to optimize capture and align with prime contractors and partners, ensuring

Qualifications

Bachelor’s degree in Business, IT, CS, or related field.
10+ years in enterprise technology BD or capture management for SLED.
Proven end-to-end capture experience using Shipley methodologies to maximize P-Win.
Experience aligning with prime contractors, SI, and channel partners to form winning teams.
Hands-on experience with generative AI platforms (e.g., Google Gemini, OpenAI, Anthropic).

Responsibilities

Drive end-to-end business development and capture strategies to accelerate pipeline, bookings, and ARR growth.
Navigate complex procurements with field sales, legal, finance, and solution architects.
Embed PANW capabilities into winning technical architectures and partnerships.
Partner with sales leadership pre-RFP to qualify pursuits and build proactive pipeline.
Track programmatic impact using data-driven insights to optimize capture performance.

Skills

BD experience

Capture management

Cross-functional

Data analytics

AI platforms

Education

Bachelor's degree

Job description

You'll work 6–18 months ahead of RFPs, leveraging data insights and AI tools to optimize capture and align with prime contractors and partners, ensuring

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