Job SummaryYour CareerAs a Business Development and Capture Manager focused specifically on the State and Local Government and Education (SLED) market, you will drive end-to-end business development and capture strategies that accelerate pipeline, bookings, and ARR growth through multi-product platformization.
Operating 6-18 months ahead of RFPs, you will serve as a trusted domain expert who partners with field sales, legal, finance, solution architects, and prime contractors to navigate complex procurements and embed PANW capabilities into winning technical architectures. By leveraging data-driven insights to track programmatic impact, you will continuously optimize capture execution to maximize P-Win and deeply align the broader partner ecosystem with customer needs.
Your Impact- Execute strategies that accelerate pipeline, bookings, and ARR growth while driving multi-product platformization across target accounts while partnering closely with the field sales organization.
- Serve as trusted domain experts to navigate complex procurements, drive proactive BD campaigns, and align with prime contractors leading major solicitations.
- Partner with sales leadership 6-18 months pre-RFP to qualify high-impact pursuits, build proactive pipeline, and execute capture strategies that maximize P-Win.
- Partner with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed PANW platform capabilities across all capture pursuits.
- Track and evaluate programmatic impact using data-driven insights to optimize capture performance and align field sales, partner ecosystems, and end customers.
Qualifications Your Experience- Bachelor's degree in Business, Information Technology, Computer Science, or a related discipline (or equivalent practical experience).
- 10+ years in enterprise technology business development or capture management focused specifically on State and Local Government and Education (SLED).
- Proven track record executing end-to-end capture and shaping pursuits 6-18 months pre-RFP using structured methodologies (e.g., Shipley) to maximize P-Win.
- Documented success driving multi-product adoption ("platformization") to accelerate pipeline, bookings, and ARR growth across enterprise public sector accounts.
- Deep knowledge of state and local procurement regulations, RFP cycles, budgeting processes, and cooperative purchasing vehicles (e.g., NASPO ValuePoint).
- Proven experience aligning with prime contractors, systems integrators, and channel partners to structure winning teaming agreements on major solicitations.
- Experience collaborating with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed platform capabilities into proposals.
- Demonstrated ability to partner across field sales, legal, and finance to structure deals while leveraging data and pipeline analytics to optimize capture performance.
- Hands-on experience leveraging generative AI platforms (e.g., Google Gemini, OpenAI ChatGPT, Anthropic Claude).
Preferred Qualifications- Strong background in cybersecurity, SaaS, cloud, or enterprise infrastructure, with direct exposure to Zero Trust frameworks and AI-driven security platforms.
- Proven track record of collaborating with partner ecosystems to expand market reach and accelerate growth across the SLED landscape.
- Demonstrated history of developing 12- to 36-month growth strategies aligned with state budget cycles and digital modernization initiatives, leveraging Shipley or equivalent capture frameworks.
Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
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