Senior SLED Capture & Business Growth Lead (Remote)

Palo Alto Networks; Reston (VA); Remote; USD 180,000 - 230,000; Full time

Job summary

Palo Alto Networks in Reston, VA seeks a Senior Business Development and Capture Manager focused on State and Local Government and Education (SLED) to drive end-to-end BD and capture strategies, accelerate pipeline, bookings, and ARR growth with multi-product platformization.

You will work 6-18 months ahead of RFPs, partner with field sales, legal, finance, solution architects, and prime contractors to navigate procurements, embed PANW capabilities into winning proposals, and use data-driven

Qualifications

• Bachelor’s degree in Business, IT, CS or a related field.
• 10+ years in enterprise technology BD or capture for SLED.
• Proven end-to-end capture experience 6–18 months pre-RFP.
• Experience driving multi-product adoption in the public sector.
• Familiarity with state procurement and NASPO ValuePoint is a plus.
• Proven ability partnering with primes, SI, and channel partners.
• Experience collaborating with Solution Consultants and Architects.
• Demonstrated data-driven approach to capture performance.

Responsibilities

• Drive end-to-end BD and capture strategies for SLED.
• Operate 6–18 months ahead of RFPs with domain expertise.
• Partner with field sales, legal, finance, solution architects, and primes.
• Navigate complex procurements and embed PANW capabilities into proposals.
• Track programmatic impact to maximize P-Win and align ecosystems.

Skills

BD strategy

Capture management

SLED knowledge

RFP preplanning

Data analytics

AI platforms

Cross-functional teamwork

Partner ecosystem

Education

Bachelor's degree

Tools

Shipley methodology

Job description

Palo Alto Networks in Reston, VA seeks a Senior Business Development and Capture Manager focused on State and Local Government and Education (SLED) to drive end-to-end BD and capture strategies, accelerate pipeline, bookings, and ARR growth with multi-product platformization.

You will work 6-18 months ahead of RFPs, partner with field sales, legal, finance, solution architects, and prime contractors to navigate procurements, embed PANW capabilities into winning proposals, and use data-driven