Public Sector Growth Director - Capture & Platform Strategy

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

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.