Sr. Director, Cortex Cloud GTM

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

12d•$260,400 - $357,375•Onsite

About The Position

The Cortex Cloud GTM and Strategy team works at the heart of the Cortex Cloud organization, which is the leading cloud security business. The team tackles cross-functional strategic initiatives across Sales, Product, Marketing, Finance, and People teams and drives our cloud security GTM Strategy and Programs. They take on the most challenging and mission-critical initiatives in the business to drive and support industry-leading growth. The team works on projects that have C-Level involvement and impact the company’s overall trajectory. The team is meritocratic and a flat, tight-knit team with a supportive, learning-oriented culture that enables team members to thrive. The opportunity for further growth either within the strategy team or elsewhere in the business is encouraged, and team members will be supported with professional development and training to achieve their goals.

Requirements

12+ years relevant experience with at least 6+ years in top management consulting, private equity or top-tier tech strategy or “bizops” functions.
Enterprise Tech GTM Strategy experience is a “must have” with deep understanding of typical B2B business models and GTM strategies across disciplines including Field Sales, Indirect Sales, Shared Services, Commercial Motions, etc.
Effective verbal and written communication ability and comfort with discussions with senior audiences and executives.
Expert in building relationships particularly with Sales and Technical sales teams and leading through influence.
Experience managing projects and large-scale transformations.
Willingness to go beyond ‘paper strategy’ in order to support outcome realization.
Self-starter who thrives in fast-paced, high-growth environments with minimal supervision and with a ‘roll your sleeves up’ mindset.
Expertise in the Enterprise technology industry, especially in SaaS, is a must.
Home base needs to be Palo Alto Networks HQ (Bay Area).

Nice To Haves

Knowledge of cybersecurity industry is a plus, but not required.

Responsibilities

Lead the GTM team for Cortex Cloud, directly and visibly contributing to the Cortex Cloud GTM strategy and programs.
Work in close partnership with Cortex GTM Vice President, sales leaders and other senior leaders in the organization to solve complex strategy and GTM challenges that are top-of-mind for executives.
Shape cloud security business in the largest pure-play cybersecurity company in the world.
Lead the development of winning GTM strategy for Cortex Cloud and drive projects and efforts to unlock cloud security business growth acceleration.
Architect business strategy in partnership with business leaders (Northstar, initiatives, executive/board updates).
Structure and break down complex business problems, develop a hypothesis, drive analysis and deliver recommendations.
Lead x-functional teams in strategic projects to unlock growth and effectiveness (from conception to delivery to outcome realization).
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.
Develop and present high-quality recommendations and deliverables for executive level consumption.
Support strategy / business planning processes and assist with developing strategic capabilities across the organization.
Drive change and be willing to wear multiple hats (strategy development, project management and execution) to do what it takes to move from ideation to execution.
Act as an advisor and sounding board for the Cortex sales leaders, Cortex Product leaders and other Cortex senior leaders.
Design / launch sales plays and programs to hit specific goals.
Lead implementation and execution of needle-moving GTM programs focused on achieving key business objectives.
Drive Cortex GTM and generate top-line outcomes through 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 define the ‘path to win’.
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).