Sr. Director, Federal Capture & Business Development

Palo Alto Networks•Arlington, VA

1d•Remote

About The Position

Your Career 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.

Requirements

15+ years of experience in enterprise technology sales, business development, or capture leadership, with 7+ years specifically leading teams in US Public Sector (Federal and SLED).
Proven experience building and leading multidisciplinary teams of 10+ professionals across both sales and technical disciplines.
Demonstrated track record overseeing the capture and closure of $100M+ government programs and driving sales multiples within large enterprise programs.
Deep knowledge of Federal acquisition processes (FAR/DFAR), GWACs, IDIQs, GSA Schedules, and state-specific procurement vehicles.
Strong ability to influence senior government and corporate leaders and provide strategic guidance to internal C-suite stakeholders.
An active security clearance.

Nice To Haves

Background in Cybersecurity, SaaS, Cloud, or Enterprise Infrastructure with experience in Zero Trust frameworks and AI-driven security platforms.
Prior experience working directly within or alongside Federal System Integrators (FSIs).
History of developing 24 to 36-month growth strategies aligned to federal budget cycles and digital modernization initiatives.

Responsibilities

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.