Director, NAM Sales Ops Program Management

Palo Alto Networks•Santa Clara, CA

7h•$167,000 - $219,000

About The Position

Your Career We are seeking a high-caliber Director (IC) of Strategic Sales Program and Operations to serve as the primary architect of our AI-driven sales future. This is a unique, hybrid role designed for a leader who can navigate the complexities of AI/ML technology while staying deeply rooted in the practical realities of a North American (NAM) Sales organization. You will be the "Technical Translator" who bridges the gap between our IT AI teams and the field. Your mission is to ensure that every AI agent built and every tool rolled out isn't just technologically impressive, but fundamentally changes the way our sales teams win. Your Impact AI Strategy & Technical Liaison ASR Automation: Partner with IT to lead the automation of the Account Strategy Review (ASR) process. You will define the business logic that allows AI agents to synthesize data into high-quality strategic insights, reducing prep time while increasing win rates. Solution Problem-Solving: Act as a hands-on partner to IT; you must be able to understand technical architectures (e.g., how AI models access sales data) to help troubleshoot roadblocks and ensure the "how" of the build meets the "what" of the sales need. Use Case Identification: Proactively identify new opportunities for AI/ML to solve sales friction points, from lead scoring improvements to automated coaching triggers. Strategic Operations & Annual Planning The Strategic Narrative: Lead the operational storytelling for the NAM annual planning process. You will articulate how AI and operational efficiencies will serve as the engine for next year’s growth. IT Synthesis: Act as the voice of the NAM field for all new IT initiatives, ensuring that the "Sales Perspective" is integrated into the design phase of every enterprise tool. Field Enablement & Adoption Influential Leadership: Lead the rollout of new sales tools and AI initiatives across the NAM region. Because you lead through enablement rather than mandate, you will focus on building "champion" networks and high-impact training programs. Feedback Loops: Establish continuous feedback mechanisms to ensure tools are evolving based on real-world field usage and changing market conditions.

Requirements

The Hybrid Skillset: 8–10+ years of experience in Sales Operations, Strategy, or Business Technology.
You must have a proven track record of working directly with technical teams to deploy AI/ML or complex data products.
Technical Fluency: While you don't need to write code, you must be comfortable discussing data pipelines, LLM capabilities, and RAG (Retrieval-Augmented Generation) to effectively problem-solve with IT.
Change Management Mastery: Demonstrated ability to drive adoption of new behaviors in a large, fast-paced sales environment through influence and value-demonstration.
Executive Communication: Exceptional ability to synthesize complex technical roadmaps into a clear strategic narrative for senior leadership.
Operational Rigor: Deep understanding of the sales tech stack (CRM, Sales Engagement, etc.) and the typical "day in the life" of a NAM Sales Representative.
Program Management Excellence: Exceptional ability to manage complex, cross-functional initiatives with numerous stakeholders, ensuring timelines and milestones are met.

Responsibilities

AI Strategy & Technical Liaison
ASR Automation: Partner with IT to lead the automation of the Account Strategy Review (ASR) process.
Solution Problem-Solving: Act as a hands-on partner to IT
Use Case Identification: Proactively identify new opportunities for AI/ML to solve sales friction points, from lead scoring improvements to automated coaching triggers.
Strategic Operations & Annual Planning
The Strategic Narrative: Lead the operational storytelling for the NAM annual planning process.
IT Synthesis: Act as the voice of the NAM field for all new IT initiatives
Field Enablement & Adoption
Influential Leadership: Lead the rollout of new sales tools and AI initiatives across the NAM region.
Feedback Loops: Establish continuous feedback mechanisms to ensure tools are evolving based on real-world field usage and changing market conditions.