Business Development Capture Manager

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.

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.

Your Career As the Business Development Capture Manager for the Federal market, you will be responsible for leading strategic business development and capture efforts within the Department of Defense. You will identify and qualify high‑value opportunities, serving as the face of Palo Alto Networks to critical mission owners and stakeholders. In this role, you will work closely with prospects and partners, demonstrating how our solutions exceed customer requirements and quarterbacking win strategies that leverage a cross‑functional team to secure major program wins.

Your Impact Meet and exceed assigned MBOs for pipeline generation and program wins. Lead the full capture lifecycle for strategic DoD opportunities, from identification and qualification to proposal and award. Collaborate with senior management and sales teams, providing market analysis and strategic recommendations to inform bid/no‑bid decisions. Lead pursuit teams in developing and substantiating winning value propositions that meet customer needs, analyzing critical business drivers and risks.

Develop and maintain relationships with key customer stakeholders, including CXO‑level leaders and mission owners, to position Palo Alto Networks as the partner of choice. Ensure alignment with internal teams, including Programs, Legal, Finance, and Sales Engineering, to guarantee solution integrity and successful delivery. Prepare and deliver information and decision briefings for senior management on strategic capture efforts. Partner with key business units to develop winning sales strategies and value propositions based on direct customer feedback.

Your Experience Proven experience identifying, capturing, and closing large, complex US Federal government programs, particularly within the Department of War(DoW). Demonstrated program management skills with the ability to lead cross‑functional pursuit teams. Strong business acumen with experience leading and negotiating complex captures. Experience working with Channel Partners, Alliance Teams, and Federal System Integrators. Adept at negotiating and establishing teaming arrangements and agreements.

Established network of contacts and deep knowledge of the Federal and DoW market. Familiarity with a broad range of application, cybersecurity, and infrastructure software. An active security clearance is required.

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/com‑missioned 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.

$ – $/yr

We’re trailblazers that dream big, take risks, and…