Bachelor's degree in Business, IT, Computer Science, or related field.
10+ years in enterprise technology business development or capture management in SLED.
Proven track record in end-to-end capture management 6-18 months pre-RFP using structured methodologies.
Experience driving multi-product adoption to enhance pipeline and bookings.
Deep understanding of state and local procurement regulations and RFP cycles.
Experience aligning with prime contractors and channel partners for major solicitations.
Hands-on experience with generative AI platforms.
Responsibilities
Execute strategies to accelerate pipeline, bookings, and ARR growth across target accounts.
Serve as a domain expert to navigate complex procurements and drive proactive business development campaigns.
Partner with sales leadership to qualify high-impact pursuits and build proactive pipelines.
Collaborate with Solution Consultants to validate technical fit and embed platform capabilities in proposals.
Track programmatic impact using data-driven insights to optimize capture performance.
Benefits
Comprehensive employee benefits package.
Opportunities for professional development and growth.
Access to cutting-edge technology and tools.
Collaborative work environment with cross-functional teams.
Full Job Description
Job Summary
Your Career
As 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 Disclosure
The 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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About Palo Alto Networks
Palo Alto Networks, Inc. is an American multinational cybersecurity company with headquarters in Santa Clara, California. Its core products are a platform that includes advanced firewalls and cloud-based offerings that extend those firewalls to cover other aspects of security. The company serves over 70,000 organizations in over 150 countries, including 85 of the Fortune 100. It is home to the Unit 42 threat research team and hosts the Ignite cybersecurity conference.
