Business Development Capture Manager – SLED

Palo Alto Networks

. Drive end-to-end business development and capture strategies for the State and Local Government and Education (SLED) market .

Posted 10/27/2026full-timeRemote • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in business development and capture strategies within the State and Local Government and Education (SLED) market, leveraging data-driven insights and collaboration with cross-functional teams to optimize performance and drive growth.

Highest-signal resume keywords

Business DevelopmentCapture ManagementSLED Market ExpertiseData-Driven InsightsMulti-Product Platformization

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Enterprise Technology Business DevelopmentCapture StrategiesRFP Process ManagementProcurement Regulations KnowledgePipeline AnalyticsGenerative AI PlatformsStructured MethodologiesTechnical Fit ValidationBudgeting ProcessesTeaming Agreements

Soft Skills

CollaborationStrategic ThinkingCommunicationProblem-SolvingRelationship Management

Tools & Technologies

Google GeminiOpenAI ChatGPTAnthropic Claude

Industry Keywords

CybersecuritySaaSCloudEnterprise InfrastructureZero Trust FrameworksDigital ModernizationCooperative Purchasing VehiclesNASPO ValuePoint

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Drive end-to-end business development and capture strategies for the State and Local Government and Education (SLED) market
Accelerate pipeline, bookings, and ARR growth through multi-product platformization across target accounts
Partner with field sales, legal, finance, solution architects, and prime contractors on complex procurements
Operate 6–18 months ahead of RFPs as a trusted SLED domain expert
Navigate complex procurements and embed Palo Alto Networks capabilities into winning technical architectures
Execute proactive business development campaigns and align with prime contractors leading major solicitations
Qualify high-impact pursuits, build proactive pipeline, and execute capture strategies to maximize P-Win
Partner with Solution Consultants and Architects to validate technical fit and shape partner architectures
Track and evaluate programmatic impact using data-driven insights to optimize capture performance
Align field sales, partner ecosystems, and end customers with customer needs

Requirements

What you’ll need

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 such as Shipley
Documented success driving multi-product adoption (platformization) across enterprise public sector accounts
Deep knowledge of state and local procurement regulations, RFP cycles, budgeting processes, and cooperative purchasing vehicles such as NASPO ValuePoint
Experience aligning with prime contractors, systems integrators, and channel partners to structure winning teaming agreements
Experience collaborating with Solution Consultants and Architects to validate technical fit and embed platform capabilities into proposals
Ability to partner across field sales, legal, and finance and use data and pipeline analytics to optimize capture performance
Hands-on experience with generative AI platforms such as Google Gemini, OpenAI ChatGPT, and Anthropic Claude
Preferred: background in cybersecurity, SaaS, cloud, or enterprise infrastructure; exposure to Zero Trust frameworks and AI-driven security platforms
Preferred: collaboration with partner ecosystems across the SLED landscape
Preferred: 12- to 36-month growth strategy development aligned with state budget cycles and digital modernization initiatives
No immigration sponsorship; applicants must not require work visa sponsorship

Benefits

Comp & perks

Restricted stock units may be included
Bonus may be included
Employee benefits are offered; details referenced via the employer’s benefits description
Remote work arrangement