Principal Cortex GTM Strategy & Ops

Strategy Leader

Palo Alto Networks is scaling its world-class strategy organization and looking for its next Strategy leader in the area of Network security.

The Palo Alto Networks Strategy function is a focused team that works on our most mission-critical business challenges to drive and support our industry-leading growth. As a Principal Strategist, your efforts will directly impact the overall strategy and success of a world-leading cybersecurity business. You will collaborate on complex business and technology problems that are top-of-mind for our executives. You possess a unique blend of business insight, business strategy experience, big-picture thinking, influencing skills and ability to collaborate with a large number of constituents within Palo Alto Networks.

Your Impact

• Strategy

  • Lead the development of winning strategies

  • Architect business strategy in partnership with business leaders (Northstar, initiatives, executive/board updates)

  • Lead cross-functional teams in strategic projects to unlock growth and effectiveness (from conception to delivery to outcome realization)

  • Drive business reviews and cadence to support leaders (e.g., QBRs)

  • Provide systematic support & analysis for priorities (e.g., deal inspection, competitive tear-downs, narrative re-write and enablement)

  • Identify opportunities and gaps in the business to increase awareness, propose solutions/choices and develop programmatic responses

• Operations

  • Support the field and leadership team

  • Support run-the-business activities (e.g. forecasting, QBRs, new hire onboarding, manager bonus, quota review, sales incentives input)

  • Lead annual planning including territory design, GTM coverage design, and quota allocation

  • Develop metrics, analytics and reporting to support sales plays including net-new logo expansion, cross-sell motions, territory insights, target lists, etc.

  • Provide subject matter expertise and support on system / process enhancements (e.g. NPI/UAT, ACV design, Renewals Datamart, managing licensing escalations)

• Go-to-market / Programs

  • Design / launch sales plays and programs to hit specific goals

  • Drive Cortex GTM and generate top-line outcomes through our Enterprise Sellers, channel partners, system integrators and managed partners

  • Architect the blueprint (what, when, how) for key GTM programs (e.g., Sales plays) with sound financial and strategic rationale

  • Manage the team responsible for running plays for the business including takeout programs, net new logo plays, channel acceleration motions, etc.

  • Orchestrate GTM readiness for new launches including narratives, collateral, packaging & positioning in partnership with Product & Marketing leaders

  • Become an expert on the pitch for Cortex and be a player-coach with Sales teams on complex deals to help define the 'path to win'

Qualifications

Required Qualifications

• 12+ years relevant experience with at least 6+ years in top management consulting, private equity or top-tier tech strategy or "bizops" functions

• Enterprise Tech GTM Strategy experience is a "must have" with deep understanding of typical B2B business models and GTM strategies across disciplines including Field Sales, Indirect Sales, Shared Services, Commercial Motions, etc.

• Effective verbal and written communication ability and comfort with discussions with senior audiences and executives

• Expert in building relationships particularly with Sales and Technical sales teams and leading through influence

• Experience managing projects and large-scale transformations

• Willingness to go beyond 'paper strategy' in order to support outcome realization

• Self-starter who thrives in fast-paced, high-growth environments with minimal supervision and with a 'roll your sleeves up' mindset

• Expertise in the Enterprise technology industry, especially in SaaS, is a must

• Home base needs to be Palo Alto Networks HQ (Bay Area)

Preferred Qualifications

• Knowledge of cybersecurity industry is a plus, but not required

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.

$218,600.00 - $299,925.00/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.

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.

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?: Yes