Joseph F. Sangiuliano’s path to Palo Alto Networks began with a degree in public administration and a drive to serve government customers through technology. Now serving as region vice president of next generation security for the U.S. public sector, he leads teams helping agencies confront complex cyber threats with integrated, future-ready solutions.
In this Q&A, Sangiuliano shares how his career evolved from telecom sales to cybersecurity leadership, why mentorship and networking matter in GovCon, and where he sees the greatest opportunities — and challenges — for government security today.
Can you provide a brief overview of your professional background and career progression? Please include what ultimately landed you in your current role.
My career progression has been a deliberate evolution starting with a degree in Public Administration, to a foundational role in telecommunications sales to a strategic leadership position focused on next-generation cybersecurity for the public sector. I began my journey in sales at WorldCom and Qwest Communications, which provided me with a strong understanding of complex enterprise network solutions, professional sales discipline and how to navigate large organizations. This early experience was instrumental in building my sales and account management skills.
The pivotal shift in my career came with my move to GTSI and then DELL, where I began to focus on the public sector, specifically managing accounts within the Department of Homeland Security. This transition was driven by a desire to apply my skills to a mission-driven environment and a recognition of the immense growth and impact potential within the government contracting (GovCon) space.
My time at Red Hat further solidified this trajectory, as I progressed from a Federal Account Manager to leading sales teams, and ultimately, to a vice president role overseeing business development and alliances for all of North America’s public sector. This period was crucial for developing my leadership style and my passion for building high-performing teams.
The move to Palo Alto Networks was a natural next step, as it allowed me to leverage my extensive experience to lead a team at the forefront of next-generation security technologies, addressing the most pressing challenges facing government agencies today.
Why was this the path you chose, and how influential was it to your career?
I chose a career path in GovCon because I found a unique and compelling intersection of purpose and commercial strategy. Unlike many other sales fields, selling to the government requires a deep understanding of its unique missions, regulatory landscape, and procurement processes. The challenge of aligning complex technological solutions with critical public service objectives was, and remains, a powerful motivator.
This path has been profoundly influential because it taught me to think beyond the immediate transaction and to focus on long-term, strategic partnerships. It cultivated my passion for solving complex, multi-faceted customer challenges, a core theme of my professional philosophy. This environment also provided fertile ground for developing sales leaders who are not only skilled at selling but are also driven by a sense of mission.
Do you have a personal connection to the current mission you support? If so, please explain.
My connection to the mission I support is rooted in my career-long dedication to the public sector. My experience working with civilian agencies like the Department of Homeland Security at Dell and GTSI gave me firsthand insight into the vital work they do to ensure national security. This insight grew as my role expanded into supporting the DOD, Intelligence and SLED markets during my tenure at Red Hat.
In my current role, this connection has only deepened. I lead a team that provides cutting-edge cybersecurity solutions to protect the very infrastructure and data that enables these critical missions. My personal mission is to ensure that the individuals and teams on the front lines have the most advanced tools available to stay ahead of sophisticated threats. It’s a career built on the purpose of service through technology, and it’s a mission I am deeply committed to.
What are your current top priorities and responsibilities? How do these relate to your company’s overall mission/growth strategy?
My top priorities and responsibilities as RVP of Next Generation Security for the US Public Sector, are centered on three key pillars: people, strategy, and execution. First and foremost, I am focused on the development and empowerment of my team, ensuring they have the tools, training, and strategic support to excel. Second, I am responsible for creating and executing a multi-faceted go-to-market sales strategy that drives the adoption of our next-gen solutions like Cortex and Prisma Cloud. Finally, I work directly with our most strategic customers to understand and solve their most complex security challenges.
These priorities are directly aligned with Palo Alto Networks’ mission and growth strategy. As the company looks to expand its market share and move beyond traditional network security, my team is responsible for driving the growth engines of the future, ensuring we are the leader in cloud, next generation SOC, and AI-driven security.
Where do you and your team see growth opportunities in your current field or portfolio you support, or what do you anticipate to be your customers’ top pain points?
My team and I see significant growth opportunities in the increasing demand for consolidated, platform-based security solutions. Government agencies are overwhelmed by managing a fragmented landscape of dozens of security vendors, each with its own siloed point solution. This creates complexity, inefficiency, and critical security gaps.
The top pain point for our customers is undoubtedly the sheer scale and sophistication of modern cyber threats, coupled with the overwhelming complexity of their existing security architectures. They need a simpler, more automated, and more integrated approach to defend against these threats, and they are actively looking for partners who can provide a cohesive solution.
Additionally, the added benefit of vendor interoperability into our unified platforms provides flexibility to integrate existing vendor sensors or tools. While we may have competitive solutions across the cyber security landscape, our open platform approach is ideal as this flexible support of other security tools offers choice throughout the supply chain.
How are you and your team planning to address/prepare for these opportunities?
To address these opportunities, my team and I are focused on a strategic shift from selling point products to positioning ourselves as a trusted partner and an end-to-end security platform. We are working to educate our customers on the value of a consolidated architecture that provides comprehensive visibility and automated defense across their entire digital footprint.
This requires a highly collaborative approach, both externally with our customers and internally with our cross-functional teams, including threat research (Unit 42) and professional services. By working together, we can provide a holistic solution that not only addresses our customers’ immediate pain points but also future-proofs their security posture against emerging threats.
How important is mentorship & networking in GovCon? Were they influential to your career?
Mentorship and networking are not just important in GovCon—they are absolutely essential. This is an ecosystem built on trust, relationships, and deep institutional knowledge. Throughout my career, mentorship has been a critical catalyst for my growth. I had mentors who helped me navigate the nuances of the public sector, from understanding policy shifts to building key relationships with influential leaders.
Networking was equally influential, as it allowed me to build a reputation and a strong network of peers, partners, and customers. In a field where long-term relationships are paramount, your network is your most valuable asset.
What is something most people don’t know about you personally?
While my professional life is focused on leadership, security and technology, something most people don’t know about me is my passion for the outdoors. I enjoy boating, skiing, and golfing with friends and family. I find it to be rewarding and therapeutic. These activities often require patience, focus and attention to detail, much like developing a long-term strategic plan for a customer. There’s a certain satisfaction in spending time outdoors and engaging in activities. It’s an opportunity to disconnect from the digital world, and re-energize.