Principal Cortex GTM Strategy & Ops

Palo Alto Networks

4d•Onsite

About The Position

Palo Alto Networks is scaling its world-class strategy organization and looking for its next Strategy leader in the area of Network security. The Palo Alto Networks Strategy function is a focused team that works on our most mission-critical business challenges to drive and support our industry-leading growth. As a Principal Strategist, your efforts will directly impact the overall strategy and success of a world-leading cybersecurity business. You will collaborate on complex business and technology problems that are top-of-mind for our executives. You possess a unique blend of business insight, business strategy experience, big-picture thinking, influencing skills and ability to collaborate with a large number of constituents within Palo Alto Networks.

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 development of winning strategies
Architect business strategy in partnership with business leaders (Northstar, initiatives, executive/board updates)
Lead x-functional teams in strategic projects to unlock growth and effectiveness (from conception to delivery to outcome realization)
Drive business reviews and cadence to support leaders (e.g., QBRs)
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
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)
Design / launch sales plays and programs to hit specific goals
Drive Cortex GTM and generate top-line outcomes through our 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 definite the ‘path to win’