Palo Alto Networks
Director, Public Sector Capture & Business Development
$222K–$304K
Reston, United States of America · Yes · Director · Full-time · Posted Oct 27, 2026
- Experience
- 10+ years in enterprise technology sales, business development, or capture leadership, with 7+ years specifically leading US Public Sector (Federal and SLED) teams.
- Education
- Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline (or equivalent practical experience).
- Visa sponsorship
- Will not sponsor applicants for work visas for this position.
About the job
Leads and scales public-sector business development and capture teams to grow pipeline, bookings, and ARR by winning and expanding large government technology programs.
What you'll do
- Lead, mentor, and scale Business Development and Capture Managers, building a high-accountability team.
- Develop and execute capture strategies for major federal, state, and local government pursuits, including pre-RFP qualification and partner alignment.
- Measure program impact and coordinate with sales, partners, solution teams, and customers to expand adoption across multi-year programs.
What they ask for
- 10+ years in enterprise technology sales, business development, or capture leadership, including 7+ years leading teams in the US Public Sector (Federal and SLED).
- Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline (or equivalent practical experience).
- Proven success building and leading BD and capture teams and winning major government programs; deep expertise in Shipley or equivalent capture methodologies.
- In-depth knowledge of FAR/DFARS, GWACs, IDIQs, GSA Schedules, and state- and local-level procurement vehicles; hands-on experience with generative AI platforms.
Nice to have
- MBA or relevant advanced degree.
- Background in cybersecurity, SaaS, cloud, or enterprise infrastructure, including Zero Trust, AI-driven security platforms, or public-sector partner ecosystems.
Pay
$221,900.00 - $304,500.00/yr (base salary + commission target for sales/commissioned roles; base salary for non-sales roles)
Tools
Google Gemini, OpenAI ChatGPT, Anthropic Claude, Zero Trust
AI focus
Hands-on use of generative AI platforms; preferred experience with AI-driven security platforms.
Model-written summary · the original posting is authoritative