Director, Software Firewall GTM

Palo Alto Networks • Santa Clara, CA

1d • Remote

About The Position

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! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary Your Impact Strategic Leadership: Define and execute the long-term regional GTM strategy, focusing on market expansion, competitive displacement, and software-led recurring revenue. Revenue Ownership: Accountable for regional pipeline health and sales targets, providing accurate forecasting and data-driven insights to executive leadership. Sales Orchestration: Partner with Regional Vice Presidents (RVPs) and District Managers to integrate Software Firewall solutions into every major enterprise motion. Executive Presence: Serve as a key spokesperson for Palo Alto Networks, building deep relationships with C-level executives at our most strategic accounts. Team Development: Mentor and enable the specialist sales team, fostering a culture of excellence, consultative selling, and technical proficiency. Ecosystem Growth: Drive high-level partnerships with Cloud Service Providers (AWS, Azure, GCP) and key Global System Integrators to scale the reach of our software portfolio. Qualifications Your Experience Leadership Tenure: 12+ years of experience in cybersecurity or cloud sales, with at least 5 years in a formal leadership or management role overseeing complex sales cycles. Strategic Execution: Proven success in building and scaling GTM programs that drive consistent growth in software-as-a-service (SaaS) or software-defined models. Cloud & Security Fluency: Expert knowledge of the cloud security landscape, including VPC networking, micro-segmentation, and the shift toward hybrid-cloud architectures. Operational Rigor: Strong background in sales operations, using CRM and analytics tools to manage territory performance and forecast accuracy. Influence & Collaboration: Demonstrated ability to navigate a matrixed organization, influencing internal stakeholders and external partners to achieve shared goals. Market Credibility: Established reputation as a thought leader in the security space, with a deep network of CISO and CIO relationships. Education: Bachelor’s degree in a technical or business discipline; MBA or equivalent leadership experience preferred. Military experience accepted in lieu of college degree. 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. $414,000.00 - $482,925.00/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 [email protected]. 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? No. Please note that we will not sponsor applicants for work visas for this position. Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license. 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Requirements

• Leadership Tenure: 12+ years of experience in cybersecurity or cloud sales, with at least 5 years in a formal leadership or management role overseeing complex sales cycles.
• Strategic Execution: Proven success in building and scaling GTM programs that drive consistent growth in software-as-a-service (SaaS) or software-defined models.
• Cloud & Security Fluency: Expert knowledge of the cloud security landscape, including VPC networking, micro-segmentation, and the shift toward hybrid-cloud architectures.
• Operational Rigor: Strong background in sales operations, using CRM and analytics tools to manage territory performance and forecast accuracy.
• Influence & Collaboration: Demonstrated ability to navigate a matrixed organization, influencing internal stakeholders and external partners to achieve shared goals.
• Market Credibility: Established reputation as a thought leader in the security space, with a deep network of CISO and CIO relationships.
• Education: Bachelor’s degree in a technical or business discipline; MBA or equivalent leadership experience preferred.
• Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

Nice To Haves

• MBA or equivalent leadership experience preferred.
• Military experience accepted in lieu of college degree.

Responsibilities

• Strategic Leadership: Define and execute the long-term regional GTM strategy, focusing on market expansion, competitive displacement, and software-led recurring revenue.
• Revenue Ownership: Accountable for regional pipeline health and sales targets, providing accurate forecasting and data-driven insights to executive leadership.
• Sales Orchestration: Partner with Regional Vice Presidents (RVPs) and District Managers to integrate Software Firewall solutions into every major enterprise motion.
• Executive Presence: Serve as a key spokesperson for Palo Alto Networks, building deep relationships with C-level executives at our most strategic accounts.
• Team Development: Mentor and enable the specialist sales team, fostering a culture of excellence, consultative selling, and technical proficiency.
• Ecosystem Growth: Drive high-level partnerships with Cloud Service Providers (AWS, Azure, GCP) and key Global System Integrators to scale the reach of our software portfolio.

What This Job Offers

• Job Type: Full-time
• Career Level: Director