Business Development Capture Management - SLED

Palo Alto Networks is a cybersecurity company dedicated to protecting our digital way of life. This role is responsible for leading strategic programmatic capture efforts in the SLED (State, Local, and Education) districts, identifying target opportunities, and collaborating with various teams to win critical programs.

Responsibilities:

• 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

Requirements:

• 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