SLED BD & Capture Lead (Remote)

Palo Alto Networks; Oregon; Hybrid; USD 150,000 - 230,000; Full time

Job summary

Palo Alto Networks is seeking an experienced Business Development and Capture Manager focused on the State and Local Government and Education (SLED) market. You will drive end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR growth across multi-product platforms.

You will work 6-18 months ahead of RFPs with field sales, legal, finance, solution architects, and prime contractors to win complex procurements and embed PANW capabilities into winning architectures.

Qualifications

• Bachelor's degree in Business, Information Technology, Computer Science, or equivalent practical experience.
• 10+ years in enterprise technology business development or capture management focused on SLED.
• Proven track record executing end-to-end capture and shaping pursuits 6-18 months pre-RFP using Shipley to maximize P-Win.
• Documented success driving multi-product adoption to accelerate pipeline, bookings, and ARR growth in enterprise public sector.
• Deep knowledge of state and local procurement regulations and NASPO ValuePoint.
• Experience aligning with prime contractors, SI and channel partners to structure winning teaming agreements.
• Experience with Solution Consultants and Architects to validate technical fit and embed platform capabilities.
• Ability to partner across field sales, legal, and finance to structure deals using data and pipeline analytics.
• Hands-on experience leveraging generative AI platforms like Google Gemini, OpenAI ChatGPT, and Anthropic Claude.

Responsibilities

• Execute BD strategies to accelerate pipeline, bookings, and ARR growth across multiple products.
• Serve as trusted domain expert for complex procurements and align with prime contractors on major solicitations.
• Partner with sales leadership 6-18 months pre-RFP to qualify pursuits and build proactive pipelines.
• Collaborate with Solution Consultants and Architects to validate technical fit and embed platform capabilities.
• Track and evaluate program impact using data-driven insights to optimize capture performance.

Skills

Enterprise BD

Capture management

RFP / procurement

Stakeholder alignment

AI platforms

SLED domain knowledge

Education

Bachelor's degree in Business / IT / CS

Tools

Google Gemini

OpenAI ChatGPT

Anthropic Claude

Shipley methodology

Job description

Palo Alto Networks is seeking an experienced Business Development and Capture Manager focused on the State and Local Government and Education (SLED) market. You will drive end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR growth across multi-product platforms.

You will work 6-18 months ahead of RFPs with field sales, legal, finance, solution architects, and prime contractors to win complex procurements and embed PANW capabilities into winning architectures.