Principal, NGTS GTM Strategy

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

We are seeking a Principal (Director), NGTS (Next Gen Trust Security) GTM Strategy to define and lead the strategic vision for our modernized trust infrastructure. Aligned strictly with our Corporate Strategy organization, this role is critical for establishing long-term strategic direction and driving that strategy through to execution, overseeing the transition to tactical, day-to-day business development.

Your primary objective will be developing the comprehensive GTM strategy and orchestrating high-impact sales plays across our NGTS sales specialists. You will work closely with senior leadership to shape the future of our network security offerings, focusing on architectural foundations such as enterprise-wide certificate governance, modern private PKI services, and network-native trust enforcement. This is a high-impact role for a strategic leader who excels at identifying long-term market trends, evaluating organizational strengths and weaknesses, and building comprehensive frameworks that ensure trust is enforced—and governed—directly on the network.
 

Your Impact

• Define Strategic Vision: Establish the strategic direction and objectives for the NGTS portfolio, assisting executive leadership in crafting long-term strategic and business development plans, and overseeing the execution of those plans.

• Orchestrate Sales Plays: Develop the core strategy for, and orchestrate, scalable sales plays across NGTS sales specialists. Ensure the field is strategically positioned to communicate the value of inline validation, lifecycle automation, and discovering encryption in motion.

• Market Analysis & Trend Identification: Continuously review industry and market trends related to certificate governance, PKI, and network trust. Analyze and apply this intelligence to develop targeted strategies for specific market segments.

• Identify Strategic Opportunities: Evaluate the firm’s strengths, weaknesses, and overarching business opportunities within the Trust Security landscape, and drive the implementation of recommendations and approaches for long-term strategic and operational improvements

• Cross-Functional Alignment: Lead cross-functional initiatives across Product, Marketing, and Sales Leadership to ensure our core message—that trust enforced on the network requires governance that operates there—is seamlessly integrated into long-range plans and Enterprise License Agreement (ELA) structures.

• Architectural Evolution: Strategize pathways to accelerate our capabilities, ensuring the successful execution of architectural changes that allow customers to evolve algorithms and trust anchors without breaking services.

• Measure & Assess: Assess macro-level metrics to gauge the success of new NGTS strategies, providing data-driven executive recommendations to course-correct or accelerate market penetration.

Qualifications

• 10+ years relevant experience with required direct experience in top-tier consulting at the Principal / Associate Partner level (e.g., McKinsey, Bain, BCG, Deloitte) with a focus on enterprise technology or cybersecurity.

• 5+ years of depth in the architectural foundations of Next-Gen Trust Security; possessing a strong strategic understanding of enterprise-wide certificate governance, modern private PKI services, and network-native trust enforcement.

• Top-tier MBA strongly preferred, reflecting the strategic caliber required for this GTM Strategy role.

• Proven track record of defining overarching strategic visions and driving them through to successful execution, moving beyond tactical business development into high-level organizational and corporate strategy.

• Demonstrated success in orchestrating complex sales plays across specialized sales teams and defining long-term strategic roadmaps.

• Exceptional problem-solving skills with a data-first approach to analyzing market trends, competitive landscapes, and commercial opportunities.

• Strong executive presence with a proven ability to influence cross-functional teams, translate technical capabilities (like inline validation and native visibility) into C-level outcomes, and drive decision-making.

• Strong business acumen: ability to build GTM plans grounded in comprehensive market analysis, identifying competitive strengths/weaknesses, and presenting findings to executive leadership.

• Familiarity with integrating strategic solutions into broad commercial constructs.

• Willingness to travel (up to 30%) as needed to support strategic initiatives, partner alignments, and executive customer engagements

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  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