Business Development Capture Management - SLED
Palo Alto Networks, Reston, Virginia, United States, 22090
Our Mission
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.
Who We Are 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.
Job Description This role is responsible for leading the strategic programmatic capture efforts in the SLED (State, Local, and Education) districts. You will identify target opportunities, qualify the program pipeline, and win critical programs. Working closely with prospects and partners, you will act as a subject‑matter sales expert, demonstrating how our solutions exceed customer requirements and quarterbacking win strategies with Field/Inside Sales, Proposal, Legal, Finance, and System Integrator teammates. This is a senior‑level individual contributor position with a competitive compensation plan based on major program milestones and wins.
Your Impact
Meet and exceed assigned pipeline and bookings quota MBOs through strategic capture efforts.
Proactively collaborate with Senior Management and Sales Account Teams to provide market analysis and strategic recommendations for bid/no‑bid decisions.
Monitor relevant bid‑boards and market intelligence sources to identify, track, and qualify new and existing opportunities.
Lead cross‑functional pursuit teams in developing and substantiating a winning value proposition that meets customer needs and analyzes critical business drivers and risks.
Prepare and deliver information and decision briefings for senior management to ensure alignment and secure resources.
Support price‑to‑win (PTW) analysis to establish competitive and profitable pricing strategies.
Partner with key business units and their leadership to develop winning sales strategies and gather customer feedback to inform product and solution development.
Engage with senior decision‑makers and influencers internally and within customer accounts, demonstrating credibility and building trusted relationships.
Your Experience
Bachelor's degree or equivalent military/education experience and 15+ years of related experience.
Demonstrated success in the development and capture of large government programs, specifically within the SLED market.
Proven ability to articulate compelling, business‑outcome‑focused value propositions to executive and technical audiences.
Experience leading complex, cross‑functional teams (e.g., Sales, Legal, Finance, Engineering) through the entire capture and proposal lifecycle.
Strong business acumen, negotiation abilities, and experience establishing teaming agreements.
Experience working with channel partners, system integrators, and alliance teams.
Adept at negotiating and establishing teaming arrangements/agreements.
Familiarity with a broad range of application, security, and infrastructure software.
Established contacts and intimate knowledge of the SLED market and procurement vehicles.
Compensation Disclosure The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non‑sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$158,000.00 - $255,000.00/yr
Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
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.
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.
Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.
#J-18808-Ljbffr
Who We Are 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.
Job Description This role is responsible for leading the strategic programmatic capture efforts in the SLED (State, Local, and Education) districts. You will identify target opportunities, qualify the program pipeline, and win critical programs. Working closely with prospects and partners, you will act as a subject‑matter sales expert, demonstrating how our solutions exceed customer requirements and quarterbacking win strategies with Field/Inside Sales, Proposal, Legal, Finance, and System Integrator teammates. This is a senior‑level individual contributor position with a competitive compensation plan based on major program milestones and wins.
Your Impact
Meet and exceed assigned pipeline and bookings quota MBOs through strategic capture efforts.
Proactively collaborate with Senior Management and Sales Account Teams to provide market analysis and strategic recommendations for bid/no‑bid decisions.
Monitor relevant bid‑boards and market intelligence sources to identify, track, and qualify new and existing opportunities.
Lead cross‑functional pursuit teams in developing and substantiating a winning value proposition that meets customer needs and analyzes critical business drivers and risks.
Prepare and deliver information and decision briefings for senior management to ensure alignment and secure resources.
Support price‑to‑win (PTW) analysis to establish competitive and profitable pricing strategies.
Partner with key business units and their leadership to develop winning sales strategies and gather customer feedback to inform product and solution development.
Engage with senior decision‑makers and influencers internally and within customer accounts, demonstrating credibility and building trusted relationships.
Your Experience
Bachelor's degree or equivalent military/education experience and 15+ years of related experience.
Demonstrated success in the development and capture of large government programs, specifically within the SLED market.
Proven ability to articulate compelling, business‑outcome‑focused value propositions to executive and technical audiences.
Experience leading complex, cross‑functional teams (e.g., Sales, Legal, Finance, Engineering) through the entire capture and proposal lifecycle.
Strong business acumen, negotiation abilities, and experience establishing teaming agreements.
Experience working with channel partners, system integrators, and alliance teams.
Adept at negotiating and establishing teaming arrangements/agreements.
Familiarity with a broad range of application, security, and infrastructure software.
Established contacts and intimate knowledge of the SLED market and procurement vehicles.
Compensation Disclosure The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non‑sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$158,000.00 - $255,000.00/yr
Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
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.
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.
Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.
#J-18808-Ljbffr