Manager/Lead, Cortex GTM Strategy & Ops

Palo Alto Networks•Office - USA - CA - Headquarters, CA

7d•$150,300 - $243,100•Onsite

About The Position

The Next-Generation Security (NGS) business is a primary growth engine for Palo Alto Networks, driving $9B+ ARR and growing rapidly at 60% Y/Y. Within NGS, our Cortex & Cloud Security portfolio offers market-leading solutions across SOC Automation, AI-driven Security, and Endpoint Protection. This role sits within the Cortex Go-To-Market (GTM) organization, specifically focused on scaling the pre-sales GTM strategy, channel partner activation, and ecosystem expansion for our AI & Endpoint Security (XDR / AES) business units. The person in this role will report to Sr. Director, Cortex GTM. We are looking for a strategy team member to design the strategy and architect the pre-sales and partner GTM programs required to scale our AI and Endpoint Security businesses. In this role, you will be responsible for defining multi-year GTM roadmaps, designing scalable partner-led sales motions (including cross-sell/upsell programs and competitive displacement initiatives), and operationalizing global GTM frameworks. You will balance high-level strategic problem-solving with rigorous analytical modeling and hands-on execution across global theaters (AMER, EMEA, JAPAC, LATAM). If you are a former management consultant or tech strategy/ops lead looking to flex your strategic muscles, drive high-impact channel transformations, and directly influence top-line growth in a fast-paced software environment, this role is for you.

Requirements

3+ years of relevant work experience (pre-MBA), or recent MBA graduates with up to 2 years of post-MBA experience in management consulting or top-tier tech strategy or “bizops” functions.
MBA graduate from a top-tier B-school or similar academic credentials or “direct promote” in Consulting or equivalent military experience.
GTM Strategy experience / projects in B2B software industry.

Nice To Haves

Excellent analytical skills with strong attention to detail, experience using reporting and analytics applications, e.g., Salesforce, Tableau, GCP.
Self-starter who thrives in fast-paced, high-growth environments with minimal supervision.
Prior experience in planning, designing, and implementing Sales Improvement solutions at a global scale.

Responsibilities

Define the 3-Year Partner Ambition: Lead the creation of the multi-year GTM roadmap to scale partner-sourced and partner-led revenues across AI and Endpoint Security domains.
Ecosystem Architecture: Design and refine partner coverage models, tiering incentives, discount/margin structures, and co-selling frameworks across Distributors, National Resellers, GSIs, and Managed Security Service Providers (MSSPs).
Sales Plays & Motion Design: Architect programmatic sales plays (e.g., net-new logo acquisition, competitive EDR takeouts, and fast-landing entry plays like AES/XDR soft-bundling).
Pre-Sales & Systems Engineering Scaling: Partner with Regional Technical Directors and Channel SE leads to design pre-sales enablement programs, certification tracks, and hands-on laboratory workshops (e.g., Ultimate Test Drives, Capture the Flag).
Rigorous Analytical Modeling: Conduct deep-dive market sizing, pipeline coverage analyses, and discount/margin impact studies using Salesforce, Tableau, and data platforms.
Cadence & Governance: Establish global operating rhythms—including bi-weekly operational reviews, QBRs with executive sponsors, and quarterly deal registration audits—to maintain pipeline momentum and resolve deal-logging gaps.
Theater Alignment: Collaborate closely with Theater Ecosystem and Sales leaders, Ecosystem Programs team, Partner Development Managers (PDMs), and Channel Business Managers (CBMs) to iterate and scale the success of the GTM initiatives