Director, Public Sector Capture & Business Development

Jobs Paloaltonetworks; Reston (VA); On-site; USD 222,000 - 305,000; Full time

Job summary

Palo Alto Networks in Reston, VA seeks a Director of Public Sector BD & Capture to lead a high-impact team across federal, state, and local governments. You will drive pipeline, bookings, and ARR growth while shaping multi-year programs and platform adoption.

The role partners with field sales, solution consultants, and prime contractors to win major procurements, apply Shipley-style capture methods, and maximize P-Win. A strong US Public Sector track record and FAR/DFARS expertise are essential.

Qualifications

• 10+ years in enterprise technology sales or capture leadership.
• 7+ years leading US Public Sector (Federal and SLED) teams.
• Proven track record building, scaling, and leading BD/capture teams.
• Experience overseeing capture and winning major government programs; deep capture methodologies.
• Deep knowledge of FAR/DFARS, GWACs, IDIQs, and state/local procurement vehicles.
• Ability to influence senior government and industry executives; provide strategic guidance.

Responsibilities

• Lead, mentor, and scale BD and Capture Managers to drive results.
• Drive pipeline, bookings, and ARR growth; expand multi-product platform adoption.
• Navigate complex procurements and align with prime contractors and field sales.
• Partner with Sales, Solution Consultants, and Architects to validate technical fit.
• Engage 6–18 months pre-RFP to qualify pursuits, build proactive pipeline, and execute capture strategies.

Skills

Enterprise sales

BD leadership

Capture leadership

Government programs

AI platforms

Education

Bachelor's degree in Business/IT/CS

Tools

Shipley methodology

Job description

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!

Job Summary

As the Director of Public Sector Business Development & Capture, you will manage and scale a high-impact team aligned with US Federal and SLED markets. Your mandate is clear: drive pipeline, bookings, and annual recurring revenue (ARR) growth across federal, state, and local governments.

Your Career

You will move the organization beyond opportunistic wins toward deliberate platform expansion within multi-year enterprise programs. You will partner with field sales to establish repeatable growth models that convert initial footprints into strategic positions and transform single-product deployments into full platform adoption. This is a forward-leaning leadership position focused on large IDIQ/GWAC task orders, statewide modernization initiatives, Enterprise License Agreements (ELAs), and Zero Trust cloud transformation programs. You will define how Palo Alto Networks wins at scale.

Your Impact

• Lead, mentor, and scale Business Development and Capture Managers, fostering a high-accountability culture.
• Execute strategies that accelerate pipeline, bookings, and ARR growth while driving multi-product platformization across target customers while partnering closely with the field sales organization.
• Lead team in serving as trusted domain experts to navigate complex procurements, drive proactive BD campaigns, and align with prime contractors leading major solicitations.
• Lead a team that partners with sales leadership 6-18 months pre-RFP to qualify high-impact pursuits, build proactive pipeline, and execute capture strategies that maximize P-Win.
• Lead a team partnering with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed PANW platform capabilities across all capture pursuits.
• Track and evaluate programmatic impact using data-driven insights to optimize capture performance and align field sales, partner ecosystems, and end customers.

Your Experience

• Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline (or equivalent practical experience).
• 10+ years of experience in enterprise technology sales, business development, or capture leadership, with 7+ years specifically leading teams in the US Public Sector (Federal and SLED).
• Proven track record of building, scaling, and leading high-performing BD and capture teams.
• Demonstrated success overseeing the capture and winning of major government programs while driving expansion across multi-year contracts; deep expertise in Shipley or equivalent capture methodologies.
• In-depth knowledge of federal acquisition regulations and processes (FAR/DFARS), GWACs, IDIQs, GSA Schedules, and state- and local-level procurement vehicles.
• Proven ability to influence senior government and industry executives while delivering strategic guidance to internal C-suite stakeholders.
• Hands-on experience leveraging generative AI platforms (e.g., Google Gemini, OpenAI ChatGPT, Anthropic Claude).

Preferred Qualifications

• Master of Business Administration (MBA) or relevant advanced degree.
• Strong background in cybersecurity, SaaS, cloud, or enterprise infrastructure, with direct exposure to Zero Trust frameworks and AI-driven security platforms.
• Proven track record working directly within or alongside Federal Systems Integrators (FSIs) and the broader public sector partner ecosystem.
• Demonstrated history of developing 12- to 36-month growth strategies aligned with federal and state budget cycles and digital modernization initiatives.

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/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.

$221,900.00 - $304,500.00/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 [e-mail].

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.