Director, Public Sector BD & Capture — Remote

Palo Alto Networks, Inc.; Reston (VA); Remote; USD 222,000 - 305,000; Full time

Job summary

Palo Alto Networks, Inc. in the United States is seeking a Director of Public Sector Business Development & Capture. You will lead a high-impact team focused on US Federal and SLED markets, driving pipeline, bookings, and ARR growth across multi-year programs.

You will shape platform adoption, partner with field sales, and pursue large IDIQ/GWACs, ELAs, and Zero Trust cloud initiatives. This senior leadership role emphasizes strategic growth and complex procurements across federal/state programs.

Qualifications

• 10+ years of enterprise technology sales experience in the US Public Sector (Federal and SLED)
• Proven track record building, scaling, and leading BD and capture teams
• Experience overseeing major government program captures; Shipley or equivalent
• Knowledge of FAR/DFARS, GWACs, IDIQs, GSA Schedules, and state/local vehicles
• Ability to influence senior government and industry executives; provide strategic guidance to C-suite
• Hands-on experience with generative AI platforms (Google Gemini, OpenAI ChatGPT, Anthropic Claude)

Responsibilities

• Lead, mentor, and scale BD and Capture Managers, instilling accountability
• Drive pipeline, bookings, and ARR growth with multi-product platformization
• Navigate complex procurements and align with prime contractors on major solicitations
• Qualify pursuits early with sales, build proactive pipelines, execute capture strategies
• Validate technical fit with Solution Consultants and Architects, embed PANW capabilities
• Use data-driven insights to optimize capture performance and align sales, partners, and customers

Skills

Enterprise sales leadership

Public sector experience

BD & capture leadership

FAR/DFARS knowledge

Generative AI platforms

Education

Bachelor’s degree in Business, IT, CS

MBA or relevant advanced degree

Tools

Shipley methodology

Job description

Palo Alto Networks, Inc. in the United States is seeking a Director of Public Sector Business Development & Capture. You will lead a high-impact team focused on US Federal and SLED markets, driving pipeline, bookings, and ARR growth across multi-year programs.

You will shape platform adoption, partner with field sales, and pursue large IDIQ/GWACs, ELAs, and Zero Trust cloud initiatives. This senior leadership role emphasizes strategic growth and complex procurements across federal/state programs.