Business Development Capture Manager – SLED

🔥 0 minutes ago

🏄 California, New York, +2 more states – Remote

🏄 California – Remote 🗽 New York – Remote 🤠 Texas – Remote ⚔️ Virginia – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🎯 Capture Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

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Palo Alto Networks

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

🏢 Enterprise

💰 $1M Seed Round - Morta Security on 2013-02

Cybersecurity • Enterprise

Palo Alto Networks is a global cybersecurity company that provides AI-driven platforms, products, and services to protect networks, cloud workloads, endpoints, and applications. Its portfolio includes next-generation firewalls, SASE and Prisma Cloud (CNAPP) offerings, the Cortex security operations suite (XDR, XSOAR, XSIAM), and Unit 42 threat intelligence and incident response services. Palo Alto Networks helps enterprises secure AI deployments, automate SOC workflows, and prevent, detect, and respond to sophisticated threats across hybrid and multi-cloud environments.

📋 Description

• 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

• 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

• 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