Principal, Business Development
About The Position
Your Career We are looking for a Director, Software Firewall GTM. This individual contributor leader will define and lead the strategic vision, execution, and performance of new product capabilities released in this portfolio. You will work closely with senior leadership to establish long-term strategic objectives, identify key business opportunities, and drive cross-functional alignment across Product, Sales, Marketing, and Operations. The ideal candidate is a strategic leader with deep cybersecurity experience, strong executive presence, and a passion for developing scalable growth strategies in fast-paced environments. Your Impact Define and own the strategic GTM vision and execution plan for new Software Firewall use cases, with a focus on building out the growth plan to scale these capabilities in the market. Partner with executive leadership to establish clear strategic direction and business objectives aligned with broader company goals. Lead cross-functional initiatives across Sales, Product, Marketing, Finance, and Operations to ensure alignment and execution of GTM strategy. Identify product and commercial strengths, gaps, and opportunities to refine and evolve the product value propositions and packaging. Build and deliver executive-level presentations and strategic recommendations using data-driven insights and market intelligence. Measure and monitor key performance metrics, delivering predictable forecasting and performance reporting. Qualifications Your Experience 12+ years of experience in Sales Leadership, Go-To-Market Strategy, or related roles in the technology sector. 7+ years of experience leading large-scale strategic initiatives, ideally within SaaS, B2B tech, cybersecurity, or enterprise software. (Highly Preferred Network Security Background / Experience) Strong executive presence with a proven ability to influence cross-functional teams and drive decision-making at senior levels. Exceptional problem-solving skills with a data-first approach to analysis, strategy development, and execution. Deep understanding of enterprise sales motions and experience supporting large deal structures and renewals. Excellent communication skills, with the ability to synthesize complex topics into clear, actionable messaging for diverse audiences. Ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions Ability to conduct travel up to 30% of the time across the region Preferred Qualifications MBA or equivalent advanced degree in business, strategy, related field or military experience. Familiarity with cybersecurity solutions and GTM dynamics. Additional Information The Team We work hand in hand with organizations around the world as they move to a more secure environment. As part of the Business Development team, you find and create opportunities, forming relationships with organizations seeking a trusted partner. You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development.
Requirements
- 12+ years of experience in Sales Leadership, Go-To-Market Strategy, or related roles in the technology sector.
- 7+ years of experience leading large-scale strategic initiatives, ideally within SaaS, B2B tech, cybersecurity, or enterprise software. (Highly Preferred Network Security Background / Experience)
- Strong executive presence with a proven ability to influence cross-functional teams and drive decision-making at senior levels.
- Exceptional problem-solving skills with a data-first approach to analysis, strategy development, and execution.
- Deep understanding of enterprise sales motions and experience supporting large deal structures and renewals.
- Excellent communication skills, with the ability to synthesize complex topics into clear, actionable messaging for diverse audiences.
- Ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions
- Ability to conduct travel up to 30% of the time across the region
Nice To Haves
- MBA or equivalent advanced degree in business, strategy, related field or military experience.
- Familiarity with cybersecurity solutions and GTM dynamics.
Responsibilities
- Define and own the strategic GTM vision and execution plan for new Software Firewall use cases, with a focus on building out the growth plan to scale these capabilities in the market.
- Partner with executive leadership to establish clear strategic direction and business objectives aligned with broader company goals.
- Lead cross-functional initiatives across Sales, Product, Marketing, Finance, and Operations to ensure alignment and execution of GTM strategy.
- Identify product and commercial strengths, gaps, and opportunities to refine and evolve the product value propositions and packaging.
- Build and deliver executive-level presentations and strategic recommendations using data-driven insights and market intelligence.
- Measure and monitor key performance metrics, delivering predictable forecasting and performance reporting.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
