Public Sector Proposal Manager

About the role

Your Career As our Public Sector Proposal Program Manager, while leveraging AI skills and tools, will have a dual-mandate combining proposal leadership with GTM sales play content development for the US Public Sector Cybersecurity business.

Responsibilities

• Own the end-to-end development and delivery of high-quality, compliant, and winning proposals for the US Public Sector including Requests for Proposals (RFPs), Requests for Information (RFIs), White Papers, and Unsolicited Proposals.
• Ensure every proposal is fully compliant with customer and partner requirements, while partnering closely with Sales, Engineering, GTM, Product, Legal, and Compliance teams to deliver technically compliant and persuasive responses.
• Drive the development and execution of content for public sector sales plays that bring our cybersecurity solutions to public sector agencies aligned to specific mission areas (e.g., Public Safety, Critical Infrastructure, etc.).
• Develop timelines, manage deliverables, and work with the GTM team in launching scaled sales plays tailored to public sector mission needs - independent of any single proposal cycle.
• Partner closely with Sales, Engineering, Product, Legal, and Compliance teams, as well as external partners, to gather inputs and build cohesive narrative strategies.
• Ensure 100% compliance with all federal, state, and local government procurement regulations and solicitation requirements.
• Execute on ad hoc GTM programmatic activities as assigned to support field sales.

Requirements

• Bachelor's degree and 5+ years experience managing proposals in the U.S. Public Sector within a SaaS, cloud computing, or enterprise software or hardware company.
• In-depth knowledge of federal, state, and local government procurement guidelines and processes.
• Demonstrated ability to manage multiple projects, develop timelines, and manage deliverables in a fast-paced, deadline-driven environment.
• Demonstrated experience building GTM sales motions, ideally within a public sector context.
• Expertise with Generative AI tools (e.g. Google, Gemini: OpenAI, ChatGpt, Anthropic (Claude)) and modern Proposal Management Software (e.g., Loopio, Responsive).
• Advanced proficiency in the Google Workspace, Microsoft Office Suite, and Adobe Acrobat.

Qualifications

• Experience working in the cybersecurity industry.
• APMP certification or similar proposal management credentials.
• Strong working knowledge of the Shipley method or a similar formal proposal process.
• Experience using AI-powered opportunity tracking or market intelligence tools (e.g. GovWin, SAM.gov) to identify and qualify public sector pursuits.

Skills

• Strong written and verbal communication skills.
• Ability to work independently and as part of a team.
• Proficiency in project management methodologies.
• Knowledge of public sector procurement processes.
• Experience with proposal management software.
• Ability to translate complex technical solutions into clear, persuasive value propositions.
• Strong analytical and problem-solving skills.

Benefits

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/commissioned 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. $134,000.00 - $218,000.00/yr

Pay

$134,000.00 - $218,000.00/yr

Schedule

Most of our teams work from the office full time, with flexibility when it’s needed.

Our Commitment

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. We are 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.