Palo Alto Networks

Compensation

Full Description

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. Who We Are 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. Job Summary 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. Your Impact 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. Qualifications Required Qualifications 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. Preferred Qualifications 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. Compensation Disclosure The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. - /yr Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com. Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position. Please use this form to provide us with information that will help direct your request and find your data in all of our systems