Principal, AI-Driven GTM Strategy and Operations

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 The Team Our Strategy and Business Operations is a focused team that works on our most critical business challenges to drive and support our industry-leading growth. Your efforts will directly affect 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, and influencing skills and the ability to collaborate with a large number of constituents within Palo Alto Networks. Your Career Palo Alto Networks’ Strategy team works on our most critical business challenges to drive our industry-leading growth. This role is to be a Lead on the Cortex Strategy team. The Cortex line-of-business is a fast growing SaaS business with winning offerings and the potential to disrupt the massive Security Operations market. As a Lead in the Cortex Strategy team, you will be driving CEO priorities and making an impact in one of the most dynamic areas of our business. You will be tackling topics across Product and Go-to-Market. You’ll be interacting with and advising senior stakeholders who value our counsel. And most importantly you’ll be driving measurable results as we rapidly scale this business. Palo Alto Networks is scaling its business strategy organization and looking for its next senior leader. Your work as a Strategy Lead will directly and visibly contribute to our overall strategy and success. You will work as part of a case team and work directly with the senior leaders in the organization to solve complex strategy problems that are on top-of-mind for our executives. Your Impact Strategy Lead the development of winning strategies Architect business strategy in partnership with business leaders (Northstar, initiatives, executive/board updates) Lead x-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 definite the ‘path to win’ Qualifications Required Qualifications 8+ years of relevant work experience, with at least 4 years in a tier-1 management consulting firm (e.g., BCG, McKinsey, Bain). MBA from a top-tier business school or equivalent 'direct promote' credentials from a consulting background. Proven experience with GTM strategy projects within the B2B software industry. Preferred Qualifications Excellent analytical skills with experience using reporting and analytics applications (e.g., Salesforce, Tableau, GCP). Prior experience in planning, designing, and implementing sales improvement solutions at a global scale. Knowledge of the cybersecurity industry. 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 . $176,800.00 - $286,000.00/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 . 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