Public Sector BD & Capture Director

Palo Alto Networks, Inc.; Reston (VA); A distancia; USD 222.000 - 305.000; Jornada completa

Descripción de la vacante

Palo Alto Networks seeks a Director of Public Sector Business Development & Capture to scale a high-impact team across federal, state, and local governments. You’ll drive pipeline, bookings, and ARR growth through multi-product platform expansion and deep government program expertise.

You will lead a team that partners with sales, engineers, and partners to win large IDIQ/GWAC task orders, modernize state programs, and advance Zero Trust initiatives. Hybrid/remote work options available.

Formación

• 10+ years of experience in enterprise technology sales, business development, or capture leadership, with 7+ years leading teams in US Public Sector (Federal and SLED).
• Proven track record building, scaling, and leading BD and capture teams.
• Deep expertise in Shipley or equivalent capture methodologies.
• Knowledge of FAR/DFARS, GWACs, IDIQs, GSA Schedules, and state/local procurement vehicles.
• Experience leveraging generative AI platforms (e.g., Google Gemini, OpenAI ChatGPT, Anthropic Claude).

Responsabilidades

• Lead and scale Business Development and Capture Managers, fostering high-accountability culture.
• Execute strategies to accelerate pipeline, bookings, and ARR growth while promoting multi-product platformization.
• Serve as trusted domain experts to navigate procurements and drive proactive BD campaigns.
• Qualify high-impact pursuits with 6–18 months pre-RFP planning and build proactive pipeline.
• Collaborate with Solution Consultants and Architects to validate technical fit and embed PANW platform capabilities.
• Track programmatic impact using data-driven insights to optimize capture performance.

Conocimientos

BD leadership

AI platforms

Federal govt know-how

Sales strategy

Team building

Educación

Bachelor’s degree in Business/IT/CS or related

MBA or relevant advanced degree

Descripción del empleo

Palo Alto Networks seeks a Director of Public Sector Business Development & Capture to scale a high-impact team across federal, state, and local governments. You’ll drive pipeline, bookings, and ARR growth through multi-product platform expansion and deep government program expertise.

You will lead a team that partners with sales, engineers, and partners to win large IDIQ/GWAC task orders, modernize state programs, and advance Zero Trust initiatives. Hybrid/remote work options available.