Director of Strategic Sales Programs and Operations, NAM
Palo Alto Networks, Santa Clara, CA, United States
Overview
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. If you’re ready to do the most meaningful work of your career alongside people who are passionate, you’re in the right place.
Who We Are
To be the cybersecurity partner of choice, we trailblaze the path and shape the future of our industry. This 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. Most teams operate from the office full time with flexibility when needed to support real-time problem-solving and strong outcomes.
Job Description
Your Career: We are seeking a high-caliber Director (IC) of Strategic Sales Program and Operations to serve as the primary architect of our AI-driven sales future. This hybrid role is designed for a leader who can navigate the complexities of AI/ML technology while staying rooted in the NAM Sales organization. You will be the Technical Translator who bridges the gap between our IT AI teams and the field, ensuring AI agents and tools meaningfully improve how our sales teams win.
Your Impact
AI Strategy & Technical Liaison
ASR Automation: Partner with IT to lead the automation of the Account Strategy Review (ASR) process. Define business logic that allows AI agents to synthesize data into high-quality strategic insights, reducing prep time and increasing win rates.
Solution Problem-Solving : Act as a hands-on partner to IT; understand technical architectures (e.g., how AI models access sales data) to troubleshoot roadblocks and ensure the build meets the sales need.
Use Case Identification : Proactively identify opportunities for AI/ML to solve sales friction points, from lead scoring improvements to automated coaching triggers.
Strategic Operations & Annual Planning
The Strategic Narrative : Lead operational storytelling for the NAM annual planning process, articulating how AI and operational efficiencies will drive next year’s growth.
IT Synthesis : Represent the NAM field in the design phase of enterprise tools, ensuring the Sales perspective is integrated.
Field Enablement & Adoption
Influential Leadership : Roll out new sales tools and AI initiatives across the NAM region, focusing on enablement and building champion networks and high-impact training programs.
Feedback Loops : Establish continuous feedback mechanisms to evolve tools based on real-world field usage and changing market conditions.
Qualifications (Additional Job Description) Your Experience
The Hybrid Skillset : 8-10 years in Sales Operations, Strategy, or Business Technology; proven track record working with technical teams to deploy AI/ML or complex data products.
Technical Fluency : Comfortable discussing data pipelines, LLM capabilities, and RAG (Retrieval-Augmented Generation) to problem-solve with IT (coding not required).
Change Management Mastery : Ability to drive adoption of new behaviors in a large, fast-paced sales environment through influence and value demonstration.
Executive Communication : Ability to synthesize complex technical roadmaps into a clear strategic narrative for senior leadership.
Operational Rigor : Deep understanding of the sales tech stack (CRM, Sales Engagement) and the day-to-day life of a NAM Sales Representative.
Program Management Excellence : Ability to manage complex, cross-functional initiatives with many stakeholders, ensuring timelines and milestones are met.
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 target (for sales roles) is listed below. The offered compensation may include restricted stock units and a bonus.
$167,000.00 – $230,000.00/yr
Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. 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. Is role eligible for Immigration Sponsorship? No. We will not sponsor applicants for work visas for this position.
Palo Alto Networks
#J-18808-Ljbffr
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. If you’re ready to do the most meaningful work of your career alongside people who are passionate, you’re in the right place.
Who We Are
To be the cybersecurity partner of choice, we trailblaze the path and shape the future of our industry. This 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. Most teams operate from the office full time with flexibility when needed to support real-time problem-solving and strong outcomes.
Job Description
Your Career: We are seeking a high-caliber Director (IC) of Strategic Sales Program and Operations to serve as the primary architect of our AI-driven sales future. This hybrid role is designed for a leader who can navigate the complexities of AI/ML technology while staying rooted in the NAM Sales organization. You will be the Technical Translator who bridges the gap between our IT AI teams and the field, ensuring AI agents and tools meaningfully improve how our sales teams win.
Your Impact
AI Strategy & Technical Liaison
ASR Automation: Partner with IT to lead the automation of the Account Strategy Review (ASR) process. Define business logic that allows AI agents to synthesize data into high-quality strategic insights, reducing prep time and increasing win rates.
Solution Problem-Solving : Act as a hands-on partner to IT; understand technical architectures (e.g., how AI models access sales data) to troubleshoot roadblocks and ensure the build meets the sales need.
Use Case Identification : Proactively identify opportunities for AI/ML to solve sales friction points, from lead scoring improvements to automated coaching triggers.
Strategic Operations & Annual Planning
The Strategic Narrative : Lead operational storytelling for the NAM annual planning process, articulating how AI and operational efficiencies will drive next year’s growth.
IT Synthesis : Represent the NAM field in the design phase of enterprise tools, ensuring the Sales perspective is integrated.
Field Enablement & Adoption
Influential Leadership : Roll out new sales tools and AI initiatives across the NAM region, focusing on enablement and building champion networks and high-impact training programs.
Feedback Loops : Establish continuous feedback mechanisms to evolve tools based on real-world field usage and changing market conditions.
Qualifications (Additional Job Description) Your Experience
The Hybrid Skillset : 8-10 years in Sales Operations, Strategy, or Business Technology; proven track record working with technical teams to deploy AI/ML or complex data products.
Technical Fluency : Comfortable discussing data pipelines, LLM capabilities, and RAG (Retrieval-Augmented Generation) to problem-solve with IT (coding not required).
Change Management Mastery : Ability to drive adoption of new behaviors in a large, fast-paced sales environment through influence and value demonstration.
Executive Communication : Ability to synthesize complex technical roadmaps into a clear strategic narrative for senior leadership.
Operational Rigor : Deep understanding of the sales tech stack (CRM, Sales Engagement) and the day-to-day life of a NAM Sales Representative.
Program Management Excellence : Ability to manage complex, cross-functional initiatives with many stakeholders, ensuring timelines and milestones are met.
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 target (for sales roles) is listed below. The offered compensation may include restricted stock units and a bonus.
$167,000.00 – $230,000.00/yr
Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. 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. Is role eligible for Immigration Sponsorship? No. We will not sponsor applicants for work visas for this position.
Palo Alto Networks
#J-18808-Ljbffr