SLED Capture & Business Development Lead (Remote)

Palo Alto Networks, Inc.; Santa Clara (CA); Remote; USD 170,000 - 250,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned Business Development and Capture Manager focused on State and Local Government and Education. You will drive end-to-end BD and capture activities, align with primes and partners, and embed PANW platform capabilities across major pursuits.

You will collaborate with sales, legal, and finance to optimize deals, leveraging data analytics and AI tools to accelerate win probability in a remote, nationwide role.

Qualifications

• Bachelor’s degree in Business, IT, CS, or related field or equivalent practical experience.
• 10+ years in enterprise technology business development or capture management (SLED).
• Proven end-to-end capture, 6–18 months pre-RFP, with Shipley or similar methods.
• Experience driving multi-product adoption to accelerate pipeline and ARR in public sector.
• Deep knowledge of state/local procurement regs, RFPs, budgets, NASPO ValuePoint.
• Proven alignment with primes, SI partners, and channel partners for winning deals.
• Collaboration with Solution Consultants/Architects to ensure technical fit.
• Ability to leverage data/pipeline analytics to optimize capture performance.
• Hands-on use of generative AI platforms (Gemini, ChatGPT, Claude).

Responsibilities

• Drive end-to-end BD and capture strategies to accelerate pipeline, bookings, and ARR.
• Navigate procurements, run proactive BD campaigns, and align with primes 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 tech fit and embed platform capabilities.

Skills

10+ years in enterprise technology BD/

End-to-end capture management

Platformization / multi-product growth

Knowledge of state & local procurement

Partnering with primes and SI

Collaboration with legal/finance

AI platforms experience (Gen AI)

Solution Consultants collaboration

Education

Bachelor’s degree in Business, IT, CS, or related

Tools

Shipley methodology

Google Gemini

OpenAI ChatGPT

Anthropic Claude

Job description

Palo Alto Networks is seeking a seasoned Business Development and Capture Manager focused on State and Local Government and Education. You will drive end-to-end BD and capture activities, align with primes and partners, and embed PANW platform capabilities across major pursuits.

You will collaborate with sales, legal, and finance to optimize deals, leveraging data analytics and AI tools to accelerate win probability in a remote, nationwide role.