Business Development Capture Manager – SLED

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Lead comprehensive business development and capture strategies for the State and Local Government and Education (SLED) sector.

• Enhance pipeline, bookings, and ARR growth through the multi-product platformization strategy across targeted accounts.

• Collaborate with field sales, legal, finance, solution architects, and prime contractors on intricate procurement processes.

• Function 6–18 months prior to RFPs as a trusted expert in the SLED domain.

• Navigate complex procurement landscapes and integrate Palo Alto Networks capabilities into successful technical architectures.

• Implement proactive business development campaigns and align with prime contractors spearheading major solicitations.

• Identify high-impact pursuits, develop a proactive pipeline, and execute capture strategies to maximize Probability of Win (P-Win).

• Collaborate with Solution Consultants and Architects to ensure technical compatibility and shape partner architectures.

• Monitor and assess programmatic impact utilizing data-driven insights to enhance capture performance.

• Align field sales, partner ecosystems, and end customers with their respective needs.

⛳️ Requirements

• A Bachelor’s degree in Business, Information Technology, Computer Science, or a related field, or equivalent practical experience.

• Over 10 years of experience in enterprise technology business development or capture management, specifically focusing on State and Local Government and Education (SLED).

• Demonstrated success in executing end-to-end capture and shaping pursuits 6–18 months prior to RFPs using structured methodologies such as Shipley.

• Proven track record in driving multi-product adoption (platformization) across public sector enterprise accounts.

• Extensive knowledge of state and local procurement regulations, RFP cycles, budgeting processes, and cooperative purchasing vehicles like NASPO ValuePoint.

• Experience in collaborating with prime contractors, systems integrators, and channel partners to create successful teaming agreements.

• Experience working with Solution Consultants and Architects to validate technical compatibility and incorporate platform capabilities into proposals.

• Capability to partner with field sales, legal, and finance teams while leveraging data and pipeline analytics to optimize capture performance.

• Practical experience with generative AI platforms such as Google Gemini, OpenAI ChatGPT, and Anthropic Claude.

• Preferred: background in cybersecurity, SaaS, cloud, or enterprise infrastructure; familiarity with Zero Trust frameworks and AI-driven security platforms.

• Preferred: collaboration experience with partner ecosystems throughout the SLED landscape.

• Preferred: development of 12- to 36-month growth strategies aligned with state budget cycles and digital modernization initiatives.

• No immigration sponsorship; applicants must not require work visa sponsorship.

🏝️ Benefits

• Potential inclusion of restricted stock units.

• Potential inclusion of bonuses.

• Employee benefits are provided; details can be found in the employer’s benefits description.

• Availability of remote work arrangements.