Lead, Cortex GTM

Lead, Cortex GTM

Role is based in our Santa Clara HQ office only with at least 3 days/week in office

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life. Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Job Description

Your Career

We're looking for a senior member in our GTM team who will help drive the next phase of growth for the Endpoint Security business. This individual would support the GTM Strategy through developing the multi-year roadmap to scale the business and creating an execution plan to make it a reality. Sample areas of focus include designing & driving sales motion for cross-sell & up-sell, drafting the ecosystem strategy and scaling the mid-market motion, and leading GTM programs to build sales pipeline. The person must be able to lead relationships with stakeholders across the GTM organization and partner with leaders from Product, Finance, and Sales Ops to drive alignment on the go-forward approach and execution plan.

The ideal candidate is a self-starter, independent thinker, deeply analytical, and capable of working in a structured manner to thrive in ambiguity. You must be willing to roll up your sleeves, slice and dice massive sets of information, and create solutions to problems that have not been tackled yet.

This role is a hybrid of jobs in Corporate Strategy, Planning, Sales Operations, and is an exciting career opportunity for an individual looking to transition from Strategy Consulting to a high growth industry, and flex his/her strategy muscles to add value to the business.

Your Impact

• Develop and iterate on the Strategic 3 year Roadmap for scaling the Global Sales organization through identification of the key sales motions, understanding the primary stakeholders in a deal lifecycle, and creating a viewpoint on the goals for the business and required investment
• Lead thoughtful, creative and rigorous analysis (e.g., market sizing, coverage model analysis, business models) to synthesize insights and drive alignment with the senior management on the go forward plan
• Support efforts to achieve sales excellence globally by identifying best practices related to the organizational model, compensation plan, pipe generation activities, approach to renewals, and sales motion
• Support strategic pivotal initiatives to drive both top-line growth and profitability improvement across Cloud & Cortex portfolio and markets
• Closely collaborate with the Operations and Planning teams in various Theaters to drive consistency in the approach for quota setting, performance measurement, territory design, and pipeline management
• Drive change and be willing to wear multiple hats (strategy development, GTM program design, project management and execution) to do what it takes to move from ideation to execution
• Build an expansive internal network to bring all possible expertise and resources to bear on your projects - it is through these relationships, and the knowledge that they bring, that our sales strategy will be impactful

Qualifications

Your Experience

• 4-5 years relevant work experience post MBA with at least 2 years in tier 1 management consulting firms (BCG, McKinsey, Bain)
• MBA graduate from a top-tier B- school or similar academic credentials or "direct promote" in Consulting
• Excellent analytical skills with strong attention to detail, experience using reporting and analytics applications preferred, e.g., Salesforce, Tableau, GCP
• Self-starter who thrives in fast-paced, high-growth environments with minimal supervision
• Prior experience in planning, designing, and implementing Sales Improvement solutions at a global scale
• GTM Strategy experience / projects in B2B software industry a must; knowledge of cybersecurity industry is a plus, but not required

Additional Information

The Team

The Next-Gen Security (NGS) business is a key growth driver for Palo Alto Networks with $5B+ ARR growing at 30% Y/Y. Cortex & Cloud is one of the largest businesses within NGS, and offers market leading solutions for SOC Automation, Endpoint, and Cloud Security. This role will be on the XDR GTM team, and will be focused on pre-sales and post sales initiatives to scale the Endpoint Security business. The person in this role will report to Sr. Director, Cortex GTM.

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/commissioned roles) is expected to be between $166,000 - $269,500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We're problem solvers that 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 accommodations@paloaltonetworks.com.

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