Director, Government Affairs, State, Local & Education (SLED)

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

The Director of Government Affairs (SLED) leads the company's public policy and government affairs strategy across U.S. state, local, and education markets. This role serves as a strategic thought leader on key industry issues—specifically shaping policy around cybersecurity and Artificial Intelligence (AI)—to enable public sector business growth and advocate for favorable policy environments. You will manage a roster of external consultants, leverage national trade associations, and build deep relationships with state and local officials to drive measurable outcomes.

Key Responsibilities

• Policy Strategy & Advocacy: Shape, track, and influence state and local legislation and regulations impacting cybersecurity, AI, and digital resilience.

• Public Sector Business Enablement: Align government affairs efforts with sales and business development teams to navigate complex SLED procurement processes and unlock public sector opportunities.

• External Relationship Management: Cultivate strong networks with key state/local cyber and IT-focused officials, decision-makers, and policymakers.

• Trade & Association Leadership: Represent the company within relevant trade associations, coalitions, and national SLED organizations to amplify advocacy priorities.

• Consultant Management: Directly oversee and direct a dynamic network of outside government relations consultants and contract lobbyists across key jurisdictions.

• Cross-Functional Collaboration: Partner closely with internal go-to-market, product, legal, compliance, and executive leadership teams to align public policy initiatives with corporate goals.

Qualifications

Required Experience

• Domain Expertise: Proven track record in state, local, and education government affairs, with deep knowledge of policy issues surrounding cybersecurity and AI.

• Network: Established relationships with state and local CIOs, CISOs, legislators, and key IT procurement officials.

• Procurement Literacy: Sound understanding of legislative budget cycles and public sector acquisition processes.

• Coalition Building: Demonstrated success leveraging trade associations and national organizations (e.g., NASCIO, NGA) to advance policy goals.

• Communication Skills: Exceptional written, verbal, and executive presentation abilities.

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.

$212,700.00 - $291,900.00/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.

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.