Principal, Go To Market Strategy and Transformation- Ecosystems - Palo Alto Networks

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Your Career

Our Business organization, led by our GTM President, is the heart and soul of Palo Alto Networks with 7K+ employees spread across Direct Field Sales, Routes-to-Market/Ecosystems, Service Delivery and Shared Capabilities. The Business organization not only covers all global selling activities but also leads cross-functional projects in partnership with our Product, Marketing, Finance, and People teams to accelerate our top-line revenue. Our GTM Strategy team tackles the most mission-critical and challenging initiatives in the Business organization all in the effort to deliver industry-leading growth. This team rolls up to our SVP, Strategy and Business Operations and will have unprecedented access to our CEO, President and Ecosystems GTM leadership. We work on projects that move the needle, have major C-level “pull” and impact the company’s overall trajectory. Over time, we expect “graduates” from our Strategy team to take on high-profile leadership roles across the Business and the company. 

Your work as a Strategy Principal within Ecosystems will directly and visibly contribute to Palo Alto Network’s GTM strategy and top-line growth. As a leader within the Ecosystems Strategy team, you will work directly with the senior executives to solve complex strategy problems ranging from developing industry-shifting System Integrator strategies, to nurturing new and ground-breaking routes-to-market, to supercharging our managed services strategy. You'll collaborate and drive business with a diverse range of partners, including cloud hyperscalers, Global System Integrators, Distributors & VARs, and service providers. 

You will have the chance to shape and scale the multi-billion dollar indirect sales motion of the largest pure play cyber security vendor in the world! We expect our Principals to work collaboratively to gather and analyze information, formulate and test hypotheses, independently lead problem-solving, develop and package recommendations for presentation to management, drive and support execution and manage a broad set of senior x-functional stakeholders. 

Your Impact

• Work closely with our ecosystems GTM leaders to develop and architect our cohesive GTM strategy across multiple route-to-markets (e.g., GSIs, CSPs, VARs, Service Providers, etc.) and ongoing transformation - This involves proactively identifying, prioritizing and scoping GTM initiatives, including initiatives to optimize our engagement with GSIs, CSPs, VARs, Service Providers, Tech Partnerships, and MSSPs
• Combine your core strategy toolkit (framing/structure, hypothesis-driven approach, data-driven insight, best practices, etc.) with business judgment to directly lead and deliver major ecosystems GTM initiatives that are “CEO-agenda”
• Act as an advisor and sounding board for our senior ecosystems GTM leaders on acceleration efforts and strategic decisions impacting our ecosystems organization and channel partner routes-to-markets
• Drive complex x-functional efforts, including large-scale ecosystem transformations and the expansion of our MSSP business through these routes
• Lead and support strategic ecosystems GTM presentations for E-Staff, Board of Directors, and others on behalf of our ecosystems GTM leaders
• Work x-functionally with other strategy teams, business operations, finance, IT, and other groups  to see efforts through to operationalization and the actual outcomes
• Drive change across the organization and be willing to wear multiple hats (strategy development, project management and execution) to do it what it takes to “move the needle”
• Be a Player-Coach that raises everyone’s capabilities around you

Your Experience 

• Required direct experience in-top-tier consulting at the Principal / Associate Partner level (McKinsey, Bain, BCG, Deloitte, etc.)
• MBA graduate from a top-tier B- school or similar academic credentials or “direct promote” in Consulting 
• Deep understanding of B2B Tech and channel partner business models and GTM strategies, particularly within GSIs, CSPs, VARs, Service Providers, Tech Partnerships, and MSSPs
• A track record of consistently developing and executing integrated GTM strategies to deliver excellent results, even in challenging and ever-changing environments
• Leadership ability with experience leading multiple strategy teams and efforts simultaneously - Large-scale transformation experience is a plus
• Executive presence and ability to engage with senior leadership in a constructive and collaborative manner and experience driving decisions and outcomes through influence
• Willingness to go beyond ‘paper strategy’ in order to support outcome realization
• Self-starter who wants to own and deliver the outcome 

The Team

The Strategy team works at the heart of Palo Alto Networks. The team tackles cross-functional strategic initiatives across all parts of our global organization and across all Functions. We take on the most challenging and mission-critical initiatives to drive and support our industry-leading growth and overall trajectory. We work on projects that have C-Level sponsorship and are trusted partners to all our senior executives at Palo Alto Networks.

We are a meritocratic, flat, tight-knit team with a supportive, learning-oriented culture that enables our team members to thrive. The opportunity for further growth either within the strategy team or elsewhere in the business is encouraged, and you will be supported with professional development and training to achieve your goals and longer-term ambitions.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $253000 - $346500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.