Sr. Director, Federal Capture & Business Development

Our Mission

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 Senior Director, Public Sector Strategic Growth & Capture, you are a leader of leaders responsible for managing and scaling a high‑impact team of approximately 10 to 12 strategic growth, capture, and technical resources aligned to US Federal and SLED. Your mandate is clear: drive sales multiples across the largest and most complex government programs.

You will move the organization beyond opportunistic wins to deliberate platform expansion inside multi‑year enterprise programs. You will architect repeatable growth models that convert $5M footprints into $25M strategic positions and transform single‑product deployments into full platform adoption. This is not a reactive capture role; this is a forward‑leaning growth 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.

As the Senior Director, Public Sector Strategic Growth & Capture, you are a leader of leaders responsible for managing and scaling a high‑impact team of approximately 10 to 12 strategic growth, capture, and technical resources aligned to US Federal and SLED. Your mandate is clear: drive sales multiples across the largest and most complex government programs.

• Lead, mentor, and scale a multidisciplinary team of Business Development leaders, Capture Managers, Solutions Architects, and Strategic Overlay resources. Build a high‑accountability culture centered on pipeline quality, sales multiples, and multi‑solution adoption while developing succession and leadership bench strength.
• Design and execute strategies that increase average deal size and drive multi‑product Platformization (Cortex, Prisma, and Strata) across top Public Sector accounts. Partner with Field Sales leadership to convert lighthouse wins into multi‑agency scale.
• Provide executive oversight for high‑visibility captures across US Federal and SLED. Engage early in the acquisition lifecycle to shape requirements, influence RFI responses, and align technical roadmaps with Federal System Integrators and large channel partners.
• Serve as a trusted advisor to Agency CIOs, CISOs, CTOs, and Program Executive Officers. Lead executive alignment sessions that position Palo Alto Networks as a long‑term transformation partner and provide data‑driven recommendations to PANW senior leadership on investment priorities.
• Architect a multi‑year, multi‑billion dollar qualified pipeline aligned to strategic priorities. Establish metrics around capture efficiency and platform density while institutionalizing lessons learned to create repeatable growth playbooks.

• 15+ years of experience in enterprise technology sales, business development, or capture leadership, with 7+ years specifically leading teams in US Public Sector (Federal…