Director, IT Product Management (Go-To-Market Sales)

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks.  And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together. 

Job Description

Your Career

As the Director of Go-To-Market, you will be responsible for developing/delivering a world-class experience for our Marketing and sales partners. You will be responsible for defining and executing a roadmap that simplifies Lead generation, Account Management/Planning, and Opportunity Management and technology capabilities in the Lead to Opportunity space.

Your Impact

• Define solutions for complex business challenges and develop plans to accelerate execution, including implementation strategy and capability roadmap
• Partner closely with the Sales and Marketing leadership to define a strategic roadmap to achieve measurable business outcomes
• Design user journeys with business stakeholders with an emphasis on process simplification - Manage customer feedback/pain points from the field, co-creating, and co-innovating to Digitally Transform Lead to Opportunity experience
• Deeply understand business processes such as Lead acquisition to Lead conversion process, marketing funnel management, Opportunity management
• Well versed with tools such as Marketo, Outreach, Lean data, and Salesforce
• Measure success - Measure everything - Define what success means for the product and develop ways to constantly manage and monitor that success
• Lead teams in iterative product development using lean principles and a quality-first approach to development
• Guide the engineering teams to build solutions that will enable nimbleness (agility, flexibility and efficiency) for the business
• Drive stakeholder management to drive alignment /prioritization
• Build and lead a high-performing GTM (Lead to Opportunity) IT Product team - Coach, manage and mentor a team of product managers and business analysts

Qualifications

Your Experience

• Overall 12+ years of experience in leading complex, transformational GTM  initiatives
• Have strong experience leading teams and implementing Lead to Opportunity solutions(Preferably Salesforce) on an enterprise scale
• Demonstrated ability to build quick alignment, driving to decisions, influence without positional power, and collaborating to produce improved outcomes
• Strong command over the Funnel & Lead, Opportunity Conversion and Account management process areas within functional domain of  Lead to Opportunity
• Experience in Make and Buy decision process while evaluating capabilities for new tools 
• Experience in building business cases, compelling product pitches, and presentations
• Strong leader that can adjust techniques for motivating individuals directly and indirectly managing but also including business stakeholders and partners
• Excellent interpersonal skills - ability to articulate verbally and in writing, willingness to appropriately debate difficult issues
• Ability to excel in a fast growing/fast paced environment delivering accuracy while managing to deadlines where adaptability is imperative 
• Ability to understand broader business and financial issues, juggle multiple projects and tasks, and work with deadlines in a fast-paced environment
• Highly data-driven with a commitment to drive business outcomes and value realization
• Proven success in leading and ideally, transforming, technology teams - Personal integrity, excellent judgment and the ability to make difficult decisions quickly
• Experience with M&A due-diligence activity and the integration of acquired businesses
• Experience in contract negotiations, vendor management, and capacity planning in a fast-growth environment

Additional Information

The Team

Working at a high-tech cybersecurity company in Information Techn