Sr. Director, GTM- Public Sector

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.

Our vision is a world where each day is safer and more secure than the one before. 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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career

The Senior Director of US Public Sector Go-To-Market owns many of the critical functions that underpin our sales success, including strategy & prioritization, vertical expertise, sales planning, resourcing & budgeting, pricing, and management of our largest programs, campaigns, contract vehicles, and transformation initiatives. This role is a significant driver of company revenue and growth, and coordinates the activity of cross-functional teams, with especially close alignment to the business development & capture team, and our ecosystem of technology and channel partners. This role supports our business across the US Public Sector, including Federal Government, State & Local Government, and Education customers. The person in the role will report to the Senior Vice President of Public Sector. 

We know the opportunity to help secure our country’s most vital government and education systems is massive and we take our responsibility as the premier provider of cyber security to US Public Sector customers very seriously. Our solutions are best-in-breed and customers need a trusted cybersecurity partner who can create a truly zero trust based security architecture. Our customers are looking to us to create critical transformations and our portfolio of solutions will help us do that. Join us in this mission!

Your Impact

• Drive the creation and modification of our strategic plans at the public sector and individual market level, in concert with our corporate strategy team and vertical sales leadership - The strategic focus of the role will drive Transformation, Scale and Execution of the US Public Sector business and is a major focus for the role
• Partner tightly with the SVP of US Public Sector to bring the US Public Sector strategy to life 
• Hire and retain strategists with the vertical-specific expertise necessary to support top deals, design industry solutions, provide thought leadership, and coach our sellers
• Support and optimize the team’s deployment of a formal cadence of Territory, Account and Opportunity planning, anchored on MEDDIC and other sales methodologies
• Partner closely with the Sr Dir of BD/Capture to run our PMO, including business case review, charter development, executive alignment and approval, launch, timely review and measurement, and conversion to bookings
• Manage a team of eleven, with five direct reports
• Drive the collaboration of the public sector leadership team by leading weekly staff calls, and designing routine leadership offsites to support enablement and planning
• Own the establishment and continuous evolution of the ”operating system” for how we run Public Sector, including transformation initiatives, special projects
• Gain leadership support for and participation in the formal prioritization process and approved project lists that focus our effort on the most import and and elastic opportunities
• Manage the budget, contracts, and execution of all public sector consultants, research data, associations and other 3rd party suppliers, with routine ROI analysis and an annualized review/replacement cycle
• Support the ongoing assessment and modification of public sector-specific price files, and their discounting structures
• Maintain tight relationships with executive and functional leaders (marketing, channels, operations, product management, pricing & licensing, gover