Palo Alto Networks
Business Development Capture Manager - SLED
Reston, United States of America +3 · Yes · Manager · Full-time · Posted Oct 27, 2026
- Location
- Reston, United States of America
Santa Clara, United States of America
Plano, United States of America
New York City, United States of America - Experience
- 10+ years in enterprise technology business development or capture management focused specifically on SLED.
- Education
- Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline (or equivalent practical experience).
- Visa sponsorship
- No immigration sponsorship; the company will not sponsor applicants for work visas for this position.
About the job
Leads SLED business development and capture strategies, shaping pre-RFP pursuits and partner architectures to grow pipeline, bookings, and ARR through multi-product adoption.
What you'll do
- Build and execute capture strategies 6–18 months before RFPs, qualifying pursuits and maximizing P-Win.
- Coordinate with field sales, partners, legal, finance, and solution architects to shape procurements and proposals.
- Use data and pipeline analytics to assess impact and optimize capture performance.
What they ask for
- 10+ years in enterprise technology business development or capture management focused on SLED.
- Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline (or equivalent practical experience).
- Track record of end-to-end pre-RFP capture and multi-product adoption in enterprise public sector accounts.
- Deep knowledge of state and local procurement, RFP cycles, budgeting, cooperative purchasing, and partner teaming.
Nice to have
- Background in cybersecurity, SaaS, cloud, or enterprise infrastructure, including Zero Trust and AI-driven security.
- Experience developing 12- to 36-month SLED growth strategies using Shipley or equivalent frameworks.
Tools
Shipley, NASPO ValuePoint, Google Gemini, OpenAI ChatGPT, Anthropic Claude
AI focus
Hands-on use of generative AI platforms; preferred background includes AI-driven security platforms.
Model-written summary · the original posting is authoritative