Principal, GTM Strategy & Transformation Santa Clara, California, United States
Palo Alto Networks, Inc., Santa Clara, CA, United States
Job Summary
Our Strategy and Business Operations is a focused team that works on our most critical business challenges to drive and support our industry-leading growth. Your efforts will directly affect 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, and influencing skills and the ability to collaborate with a large number of constituents within Palo Alto Networks. As a Principal in our GTM Strategy team, you will tackle the most mission-critical initiatives in our Business organization to deliver industry-leading growth. This role works directly with senior GTM leadership to solve complex strategy problems, from supercharging direct sales to evolving our global GTM model. You will have unprecedented access to our CEO, President and GTM leadership, and this role is a launchpad for future leadership positions across the company. Key Responsibilities
Work closely with GTM leaders to develop and architect our cohesive GTM strategy and ongoing transformation, proactively identifying and prioritizing initiatives. Combine your core strategy toolkit (framing, hypothesis-driven approach, data-driven insight) with business judgment to lead and deliver major GTM initiatives. Act as an advisor and sounding board for senior GTM leaders on acceleration efforts, strategic organizational choices, and other critical decisions. Drive complex cross-functional efforts, from material GTM model changes to the acceleration of $1B+ businesses and major cultural change. Lead and support strategic GTM presentations for E-Staff, Board of Directors, and others on behalf of our GTM leaders. Work cross-functionally with other strategy teams, business operations, finance, and IT to see efforts through to operationalization and outcomes. Drive change across the organization and be willing to wear multiple hats (strategy, project management, execution) to move the needle. Serve as a Player-Coach that raises the capabilities of everyone around you. Qualifications
Required Qualifications
10+ years relevant experience with required direct experience in top-tier consulting at the Principal / Associate Partner level (e.g., McKinsey, Bain, BCG, Deloitte), private equity, or top-tier tech strategy/bizops functions. MBA graduate from a top-tier business school or similar academic credentials, or a direct promote in consulting. Deep understanding of typical enterprise tech business models and GTM strategies across Field Sales, Indirect Sales, Shared Services, and Marketing. A track record of consistently developing and executing integrated GTM strategies to deliver excellent results. Leadership ability with experience leading multiple strategy teams and efforts simultaneously. Executive presence and ability to engage with senior leadership constructively and drive decisions through influence. Self-starter who is willing to go beyond 'paper strategy' to own and deliver outcomes. Preferred Qualifications
Large-scale transformation experience is a plus. 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 the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. $260,400.00 - $357,375.00/yr 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?: Yes
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Our Strategy and Business Operations is a focused team that works on our most critical business challenges to drive and support our industry-leading growth. Your efforts will directly affect 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, and influencing skills and the ability to collaborate with a large number of constituents within Palo Alto Networks. As a Principal in our GTM Strategy team, you will tackle the most mission-critical initiatives in our Business organization to deliver industry-leading growth. This role works directly with senior GTM leadership to solve complex strategy problems, from supercharging direct sales to evolving our global GTM model. You will have unprecedented access to our CEO, President and GTM leadership, and this role is a launchpad for future leadership positions across the company. Key Responsibilities
Work closely with GTM leaders to develop and architect our cohesive GTM strategy and ongoing transformation, proactively identifying and prioritizing initiatives. Combine your core strategy toolkit (framing, hypothesis-driven approach, data-driven insight) with business judgment to lead and deliver major GTM initiatives. Act as an advisor and sounding board for senior GTM leaders on acceleration efforts, strategic organizational choices, and other critical decisions. Drive complex cross-functional efforts, from material GTM model changes to the acceleration of $1B+ businesses and major cultural change. Lead and support strategic GTM presentations for E-Staff, Board of Directors, and others on behalf of our GTM leaders. Work cross-functionally with other strategy teams, business operations, finance, and IT to see efforts through to operationalization and outcomes. Drive change across the organization and be willing to wear multiple hats (strategy, project management, execution) to move the needle. Serve as a Player-Coach that raises the capabilities of everyone around you. Qualifications
Required Qualifications
10+ years relevant experience with required direct experience in top-tier consulting at the Principal / Associate Partner level (e.g., McKinsey, Bain, BCG, Deloitte), private equity, or top-tier tech strategy/bizops functions. MBA graduate from a top-tier business school or similar academic credentials, or a direct promote in consulting. Deep understanding of typical enterprise tech business models and GTM strategies across Field Sales, Indirect Sales, Shared Services, and Marketing. A track record of consistently developing and executing integrated GTM strategies to deliver excellent results. Leadership ability with experience leading multiple strategy teams and efforts simultaneously. Executive presence and ability to engage with senior leadership constructively and drive decisions through influence. Self-starter who is willing to go beyond 'paper strategy' to own and deliver outcomes. Preferred Qualifications
Large-scale transformation experience is a plus. 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 the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. $260,400.00 - $357,375.00/yr 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?: Yes
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