Public Sector Proposal Manager

Our MissionAt 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 AreIn 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!We believe collaboration thrives in person. That’s why 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.Job SummaryYour 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. You are someone who possess a deep understanding of public sector government procurement, along strong GTM sales motions building skills, and extensively leverages their mastery of AI tools / capabilitiesto accelerate impact to the public sector business. In this role, you will operate as both a compliance-driven proposal expert and a fast GTM sales play content builder who 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. This person ensures 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, etc.). This includes developing timelines, managing deliverables and working with the GTM team in launching scaled sales plays tailored to public sector mission needs - independent of any single proposal cycle.Your ImpactLead 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.Qualifications Your ExperienceBachelor'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 contextExpertise 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.Preferred QualificationsExperience 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, campaign cadences.Experience using AI-powered opportunity tracking or market intelligence tools (e.g. GovWin, SAM.gov) to identify and qualify public sector pursuitsCompensation DisclosureThe 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.$134,000.00 - $218,000.00/yrOur 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 View email address on click.appcast.io 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.SummaryLocation: Office - USA - VA - Reston; Washington DC, United States of America; Reston, United States of America; Remote - USA - MDType: Full time