Director/Sr. Director, Cortex Cloud GTM Strategy & Ops

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!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

Our Team

The Cortex Cloud GTM and Strategy team works at the heart of the Cortex Cloud organization - THE leading cloud security business. The team tackles cross-functional strategic initiatives across Sales, Product, Marketing, Finance, and People teams and drives our cloud security GTM Strategy and Programs in particular. We take on the most challenging and mission-critical initiatives in the business to drive and support our industry-leading growth. We work on projects that have C-Level involvement and impact the company’s overall trajectory.

We are meritocratic and a flat, tight-knit team with a supportive, learning-oriented culture that enables our team members to thrive. The opportunity for further growth either within the strategy team or elsewhere in the business is encouraged, and you will be supported with professional development and training to achieve your goals.
 

Your Career

You will lead the GTM team for Cortex Cloud, directly and visibly contributing to the Cortex Cloud GTM strategy and programs. You will report to the Cortex Cloud GTM Vice President, and will work in close partnership with Cortex GTM Vice President, sales leaders and other senior leaders in the organization to solve complex strategy and GTM challenges that are top-of-mind for our executives. 

We are looking for a seasoned GTM expert who can help us achieve specific GTM objectives and architect THE leading cloud security business. This is a leadership role with broad scope and team management responsibility and we need a talented leader that likes to “roll their sleeves up”, has a transformative mindset and demonstrates reliable judgment.

Your Impact

• Strategy

  • Shape cloud security business in largest pure-play cybersecurity company in the world

  • Lead the development of winning GTM strategy for Cortex Cloud and drive projects and efforts to unlock cloud security business growth acceleration 

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

  • Structure and break down complex business problems, develop a hypothesis, drive analysis and deliver recommendations. 

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

  • 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

  • Develop and present high-quality recommendations and deliverables for executive level consumption 

  • Support strategy / business planning processes and assist with developing strategic capabilities across the organization

  • Drive change and be willing to wear multiple hats (strategy development, project management and execution) to do what it takes to move from ideation to execution

  • Act as an advisor and sounding board for the Cortex sales leaders, Cortex Product leaders and other Cortex senior leaders 

• Go-to-market 

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

  • Lead implementation and execution of needle-moving GTM programs focused on achieving key business objectives

  • 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 definite the ‘path to win’

• 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)

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.

$260,400.00 - $357,375.00/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  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