Public Sector Proposal Manager

About Us

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. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.

We believe collaboration thrives in person. Most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

About the Role

As our Public Sector Proposal Program Manager, you will have a dual mandate combining proposal leadership with GTM sales play content development for the US Public Sector Cybersecurity business. You will leverage AI skills and tools to accelerate impact, operating as both a compliance-driven proposal expert and a fast GTM sales play content builder. This role shapes how we bring mission-focused cybersecurity solutions to public sector agencies.

You will 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. You will 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. The candidate must be familiar with federal as well as state and local procurement guidelines.

You will 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). This includes developing timelines, managing deliverables, and working with the GTM team to launch scaled sales plays tailored to public sector mission needs—independent of any single proposal cycle.

Responsibilities

• Lead the full lifecycle of US Public Sector responses (RFPs, RFIs, sources sought, and white papers) and sales play content from kickoff through final submission.
• Write, edit, and orchestrate compelling, customer-centric technical and commercial content. Translate complex technical solutions into clear, persuasive value propositions.
• Leverage modern AI and proposal management tools to streamline content discovery, automate draft generation, and maintain a high-velocity proposal and content engine.
• Implement and enforce a structured proposal and content development methodology to ensure all milestones, color team reviews, and compliance matrices are rigorously maintained to drive pipeline and deal velocity.
• 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 of 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 Google Workspace, Microsoft Office Suite, and Adobe Acrobat.

Preferred 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.
• AI-related certifications or a PMP (Project Management Professional) certification.
• Familiarity with GTM/Sales enablement processes and campaign cadences.
• Experience using AI-powered opportunity tracking or market intelligence tools (e.g., GovWin, SAM.gov) to identify and qualify public sector pursuits.

Pay

The starting base salary for this position is expected to be in the range of $134,000.00 - $218,000.00 per year, depending on qualifications, experience, and work location. The offered compensation may also include restricted stock units and a bonus.

Benefits

A description of our employee benefits may be found here.