Remote Public Sector Growth & Capture Director

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

Job summary

Palo Alto Networks in the United States is seeking a Director of Public Sector Business Development & Capture to lead a high‑impact team focused on US Federal and SLED opportunities, driving pipeline, bookings and ARR growth across multi‑year programs while expanding platform adoption.

You will partner with field sales, shape capture strategies, and coordinate with solution architects to ensure strategic wins; the role emphasizes pre‑RFP planning, large IDIQ/GWAC tasks, and collaboration with

Qualifications

• 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 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).

Responsibilities

• Lead and scale a high‑impact BD and capture team focused on US Federal and SLED markets.
• Drive pipeline, bookings, and ARR growth across federal, state, and local governments.
• Partner with field sales to establish repeatable growth models and expand platform adoption across multi‑year programs.
• Coach teams to compass with prime contractors and navigate complex procurements for large IDIQ/GWAC task orders.
• Plan pre‑RFP qualification, build proactive pipeline, and execute capture strategies.

Skills

BD leadership

Capture leadership

US Federal & SLED

Generative AI platforms

Shipley/ capture methodologies

Education

Bachelor’s degree or equivalent

MBA (Preferred)

Tools

Generative AI platforms

Shipley Methodology

Job description

Palo Alto Networks in the United States is seeking a Director of Public Sector Business Development & Capture to lead a high‑impact team focused on US Federal and SLED opportunities, driving pipeline, bookings and ARR growth across multi‑year programs while expanding platform adoption.

You will partner with field sales, shape capture strategies, and coordinate with solution architects to ensure strategic wins; the role emphasizes pre‑RFP planning, large IDIQ/GWAC tasks, and collaboration with