Director, Public Sector Capture & Business Development

Compensation context

The posting does not specify whether this role is commissioned. The listed annual range may be base salary or base salary plus commission target; it should not be assumed to be base pay alone. Restricted stock units (RSUs) and a bonus may be added.

Our Mission

Palo Alto Networks® describes one shared goal: keeping digital life safe. The company says it works where new ideas meet real results, tackling practical problems with advanced tools and fresh thinking. It says every person is heard and every suggestion matters, and it invites people who want career-defining work next to equally committed colleagues to apply.

Who We Are

To stay the security partner customers pick first, the company says it has to lead the way and set the direction for the industry. Staff pursue that daily through five stated values (Integrity, Inclusion, Collaboration, Disruption, and Execution). AI is built into how the company operates and is used to boost what each person can achieve. People who enjoy hard, real-world problems and want to brainstorm alongside top talent are encouraged to join.

The posting states the position is remote and that being apart does not limit impact. Hybrid teams work together across regions to tackle large problems, stay near customers, and grow. The culture is described as built on trust, accountability, and shared wins, with work that genuinely counts.

Job Summary

Your Career

As Director of Public Sector Business Development & Capture, you run and grow a high-impact team focused on US Federal and SLED markets. The goal is to grow pipeline, bookings, and ARR (annual recurring revenue) across federal, state, and local government.

You shift the organization from one-off wins to planned platform expansion inside multi-year enterprise programs. Working with field sales, you set up repeatable growth models that turn first footholds into strategic positions and single-product deployments into full platform use. The role is forward-looking leadership centered on big IDIQ/GWAC task orders, modernization efforts at state level, Zero Trust cloud programs, and Enterprise License Agreements (ELAs), and you decide how the company wins at scale.

Your Impact

• Lead, coach, and grow Business Development and Capture Managers in a culture of high accountability.
• Carry out strategies that speed up pipeline, bookings, and ARR, and push multi-product platform adoption with target customers, in close partnership with field sales.
• Lead the team as trusted domain experts who handle complex procurements, run proactive BD campaigns, and coordinate with the prime contractors on major bids.
• Lead a team that works with sales leaders 6–18 months before an RFP to qualify high-value pursuits, build pipeline early, and run capture plans that raise P-Win.
• Lead a group that teams up with Solution Consultants and Architects to check technical fit, shape partner designs, and build PANW platform capabilities into every pursuit.
• Measure program impact with data to improve capture results and align field sales, partners, and end customers.

Qualifications

Your Experience

Bachelor's degree in Business, IT, Computer Science, or a related field, or equivalent hands-on experience. 10+ years in enterprise tech sales, business development, or capture leadership, including 7+ years managing teams that sell to government in the US (Federal and SLED). Proven at building, scaling, and leading strong BD and capture teams. A record of capturing and winning major government programs and growing them across multi-year contracts, with deep Shipley (or similar) capture expertise. Strong knowledge of federal acquisition rules (FAR/DFARS), IDIQs, GWACs, GSA Schedules, plus the contract vehicles states and localities use. Able to influence senior government and industry leaders and advise internal C-suite stakeholders. Hands-on use of generative AI tools (for example Anthropic Claude, OpenAI ChatGPT, Google Gemini). Preferred Qualifications: an MBA or related advanced degree; deep grounding in enterprise infrastructure, cloud, SaaS, or cybersecurity, with hands-on exposure to AI-driven security platforms and Zero Trust frameworks; a record of working with or inside Federal Systems Integrators (FSIs) and the wider public sector partner ecosystem; and experience building growth plans of 12 to 36 months tied to federal and state budget cycles and modernization efforts. Compensation Disclosure

What is paid depends on the candidate's qualifications and experience and on where they work. If the offer is made at the advertised level, the range shown below is the expected starting base for non-sales jobs, or base plus commission target for commissioned sales jobs. Restricted stock units (RSUs) and a bonus may be added, and the posting links to a description of benefits.

Range: $221,900 to $304,500 a year

Our Commitment

The company calls itself a group of trailblazers who aim high, take chances, and push back on the usual way cybersecurity is done. It says diverse teams working together are essential to its mission.

The company offers reasonable accommodations to qualified people with disabilities. Anyone needing help or an accommodation because of a disability or special need can email accommodations@paloaltonetworks.com.

The company states it offers equal employment opportunity and values a diverse workplace. Every qualified applicant is considered without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, age, ancestry, national origin, marital status, family or medical care leave, genetic information, medical condition, political affiliation, protected veteran status, physical or mental disability, or any other characteristic the law protects.

Applicant information is kept private in line with EEO guidance.

Immigration sponsorship: not offered; the company will not sponsor work visas for this role.

Application process

Submit your application through NorthStar. Employer screening may follow after submission.