Director, Public Sector Capture & Business Development

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.

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

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.

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.

• 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.

• 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…