Senior SLED BD & Capture Leader

Palo Alto Networks

Virginia

On-site

USD 150,000 - 210,000

Full time

7 days ago

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Job summary

Palo Alto Networks is seeking a seasoned Business Development and Capture Manager to drive end-to-end BD and capture strategies for the State, Local Government, and Education sector. You will proactively pursue multi-product opportunities, align with field sales, legal, finance, and solution architects, and leverage data-driven insights to win complex procurements.

You will work 6–18 months before RFPs to shape pursuits, collaborate with prime contractors and partners, and embed PANW

Qualifications

10+ years in enterprise technology business development or capture management focused on SLED.
Bachelor-level degree in business/IT/CS or equivalent practical experience.
Proven end-to-end capture and shaping pursuits 6–18 months pre‑RFP using structured methodologies.
Knowledge of state/local procurement regulations and cooperative purchasing (e.g., NASPO ValuePoint).
Experience aligning with prime contractors, SI, and channel partners on major solicitations.
Collaborating with Solution Consultants/Architects to embed platform capabilities.

Responsibilities

Execute BD and capture strategies to accelerate pipeline, bookings, and ARR growth.
Collaborate with field sales, legal, finance, and solution architects 6–18 months prior to RFPs.
Navigate complex procurements and embed PANW capabilities in winning architectures.
Track programmatic impact using data-driven insights to optimize capture performance.
Coordinate with partners and customers to align on major solicitations and outcomes.