Principal Cortex GTM Strategy & Ops

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

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.
 

Your Impact

• Strategy

  • 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

• Operations

  • 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)

• Go-to-market / Programs 

  • 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’

Qualifications

Required Qualifications

• 12+ years relevant experience with at least 6+ years in top management consulting, private equity or top-tier tech strategy or “bizops” functions