Director, Public Sector Capture & Business Development

Palo Alto Networks • Reston, VA

3d • Remote

About The Position

As Director of Public Sector Business Development & Capture, you will manage and scale a high-impact team aligned with US Federal and SLED markets. The role is responsible for driving pipeline, bookings, and annual recurring revenue growth across federal, state, and local governments, moving the organization from opportunistic wins toward deliberate platform expansion within multi-year enterprise programs. You will partner with field sales to build repeatable growth models that expand initial customer footprints into strategic positions and turn single-product deployments into full platform adoption. The position focuses on large IDIQ/GWAC task orders, statewide modernization initiatives, Enterprise License Agreements, and Zero Trust cloud transformation programs. The role is remote and involves leading a team that works with sales, technical teams, partners, and customers to shape and win public-sector pursuits.

Requirements

• 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, including 7+ years specifically leading teams in the US Public Sector (Federal and SLED).
• Proven track record of building, scaling, and leading high-performing business development 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 equivalent capture methodologies.
• In-depth knowledge of federal acquisition regulations and processes (FAR/DFARS), GWACs, IDIQs, GSA Schedules, and state- and local-level procurement vehicles.
• Proven ability to influence senior government and industry executives while providing strategic guidance to internal C-suite stakeholders.
• Hands-on experience leveraging generative AI platforms such as Google Gemini, OpenAI ChatGPT, or Anthropic Claude.

Nice To Haves

• Master of Business Administration (MBA) or relevant advanced degree.
• Strong background in cybersecurity, SaaS, cloud, or enterprise infrastructure, with direct exposure to Zero Trust frameworks and AI-driven security platforms.
• Experience working directly within or alongside Federal Systems Integrators (FSIs) and the broader public-sector partner ecosystem.
• History of developing 12- to 36-month growth strategies aligned with federal and state budget cycles and digital modernization initiatives.

Responsibilities

• Lead, mentor, and scale Business Development and Capture Managers, fostering a high-accountability culture.
• Execute strategies to accelerate pipeline, bookings, and ARR growth and drive multi-product platformization across target customers in partnership with field sales.
• Lead the team in serving as trusted domain experts to navigate complex procurements, conduct proactive business-development campaigns, and align with prime contractors leading major solicitations.
• Partner with sales leadership 6–18 months before RFPs to qualify high-impact pursuits, build proactive pipeline, and execute capture strategies that maximize probability of win.
• Partner with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed Palo Alto Networks platform capabilities across capture pursuits.
• Track and evaluate programmatic impact using data-driven insights to optimize capture performance and align field sales, partner ecosystems, and end customers.

Benefits

• The offered compensation may include restricted stock units and a bonus.
• Employee benefits are referenced, but specific benefits are not listed in the job description.

What This Job Offers

• Job Type: Full-time
• Career Level: Director