Remote Public Sector BD & Capture Director

Palo Alto Networks; United States; À distance; USD 222 000 - 305 000; Plein temps

Résumé du poste

Palo Alto Networks is seeking a Director of Public Sector Business Development & Capture to scale a high-impact team focused on US Federal and SLED markets. You will drive pipeline, bookings, and ARR growth across government stakeholders, moving multi-year programs toward full platform adoption.

You will partner with field sales to build repeatable growth models, work with Solution Consultants and Architects to ensure technical fit, and lead pre-RFP activities for strategic pursuits with a

Qualifications

• 10+ years in enterprise technology sales, business development, or capture leadership.
• 7+ years leading US Public Sector (Federal & SLED) teams.
• Proven track record building and scaling BD/capture teams.
• Experience winning major government programs and expanding multi-year contracts; Shipley or equivalent.
• Deep knowledge of FAR/DFARS, GWACs, IDIQs, GSA Schedules, and state/local procurement vehicles.
• Ability to influence senior government and industry executives; provide strategic guidance to C-suite.
• Hands-on experience with generative AI platforms (e.g., Google Gemini, OpenAI ChatGPT, Anthropic Claude).

Responsabilités

• Lead BD and Capture Managers, fostering a high-accountability culture.
• Drive pipeline, bookings, and ARR growth while enabling multi-product platformization.
• Serve as trusted domain experts to navigate complex procurements and drive proactive campaigns.
• Lead pre-RFP engagements with Sales to qualify pursuits and build proactive pipeline.
• Collaborate with Solution Consultants and Architects to validate technical fit and embed PANW capabilities.
• Track programmatic impact using data-driven insights to optimize capture performance.

Connaissances

Team leadership

BD strategy

Public sector sales

Government programs

Data-driven insights

AI platforms experience

Executive influence

Public procurement know-how

Formation

Bachelor's degree

MBA (preferred)

Outils

Shipley methodology

Description du poste

Palo Alto Networks is seeking a Director of Public Sector Business Development & Capture to scale a high-impact team focused on US Federal and SLED markets. You will drive pipeline, bookings, and ARR growth across government stakeholders, moving multi-year programs toward full platform adoption.

You will partner with field sales to build repeatable growth models, work with Solution Consultants and Architects to ensure technical fit, and lead pre-RFP activities for strategic pursuits with a