Director, Sales - Federal Government

Overview 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.

Responsibilities Job Summary

Your Career As a Sales Director, you will lead a team of experienced sellers and help formulate and execute a strategy to maximize business growth. You are instrumental in developing and managing your team to drive transformational deals, accelerate growth, and meet/exceed individual, team, and organizational goals. We are looking for a proven and visionary sales leader with a passion to win, i.e. someone with great energy, the ability to innovate, think big, who elevates their team performance and C-suite relationships. This role will entail:

Your Impact

Deeply understand your customers\' needs through comprehensive research to gain insight into their priorities

Provide robust support to your team by actively participating in and leading customer meetings

Conduct a thorough analysis of the weekly territory pipeline and forecasting activities to coach direct reports on effective strategies for closure

Engage proactively in territory planning and development, fostering (C-suite) relationship building and seizing opportunities to drive revenue by assisting your team in closing deals

Cultivate a high-performance sales culture that consistently delivers outstanding results in bookings, sales development, and forecast accuracy

Mentor and develop your team for sustained success

Possess strong technical knowledge of our portfolio, demonstrating the ability to take a holistic approach to solve customers\' problems

Drive and oversee team selling opportunities, ensuring a collaborative and cohesive approach

Hold both your team and yourself accountable for achieving challenging goals while maintaining a forward-thinking approach in the face of setbacks

Effectively communicate with leaders at all levels, including the C-suite, and establish open and trusting relationships

Successfully influence others through adept change management practices

Develop a winning team through strategic recruitment, hiring, and training, all while upholding our core values

Build and manage strategic partnerships

Qualifications

Your Experience

Proven leadership skills with a demonstrated ability to build high-performing teams in fast-paced sales environments

Expertise in SaaS-based architectures and cloud technology, ideally within the networking or security industry

Expertise in the German public sector, particularly in federal government

Ideally 5+ years experience managing a high-performing DQC Team

Significant experience with both indirect and direct sales strategies

A consistent track record of year-over-year success in managing sales pipelines and achieving or exceeding targets

Highly motivated with a focus on execution, a sense of urgency, and an entrepreneurial spirit

History of consistently meeting or exceeding revenue goals while building and developing teams

Strong influencing skills, both internally and externally, with effective communication to build consensus across various functional groups

Understanding that achieving the best results requires teamwork, with the ability to foster strong relationships and collaboration with cross-functional teams

Experienced in developing and executing sales initiatives

Demonstrated ability to build and manage strategic partnerships

Fluent in both German and English, with excellent written and verbal communication skills in both languages

Our Commitment 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

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.

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