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About the Role

As a Business Development and Capture Manager focused on the State and Local Government and Education (SLED) market, you will drive end-to-end business development and capture strategies to accelerate pipeline, bookings, and ARR growth through multi-product platformization. You will serve as a trusted domain expert, partnering 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, you will optimize capture execution to maximize P-Win and align the partner ecosystem with customer needs.

Responsibilities

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.

Requirements

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).
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.

Skills

Business Development
Capture Management
State and Local Government and Education (SLED) market
Multi-product platformization
Procurement navigation
Technical architecture
Data-driven insights
P-Win maximization
Partner ecosystem alignment
Generative AI platforms (e.g., Google Gemini, OpenAI ChatGPT, Anthropic Claude)
Cybersecurity
SaaS
Cloud
Enterprise infrastructure
Zero Trust frameworks
AI-driven security platforms
Shipley or equivalent capture frameworks

Location

Remote

Work Type

Remote
Hybrid

Experience Level

10+ years

Education Level

Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline (or equivalent practical experience)

Salary/Compensations

Not specified

Benefits

Restricted stock units
Bonus
Employee benefits

About the Company

Palo Alto Networks® is 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.
We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.

Equal Opportunity

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.