Business Development Capture Manager - SLED

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting‑edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values:
Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

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.

• 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.

• 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 Value Point).
• Proven experience aligning with prime contractors, systems integrators, and channel partners to…