Manager/Lead, 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

The Team

The Next-Generation Security (NGS) business is a primary growth engine for Palo Alto Networks, driving $9B+ ARR and growing rapidly at 60% Y/Y. Within NGS, our Cortex & Cloud Security portfolio offers market-leading solutions across SOC Automation, AI-driven Security, and Endpoint Protection. This role sits within the Cortex Go-To-Market (GTM) organization, specifically focused on scaling the pre-sales GTM strategy, channel partner activation, and ecosystem expansion for our AI & Endpoint Security (XDR / AES) business units. The person in this role will report to Sr. Director, Cortex GTM.

Your career
We are looking for a strategy team member to design the strategy and architect the pre-sales and partner GTM programs required to scale our AI and Endpoint Security businesses.

In this role, you will be responsible for defining multi-year GTM roadmaps, designing scalable partner-led sales motions (including cross-sell/upsell programs and competitive displacement initiatives), and operationalizing global GTM frameworks. You will balance high-level strategic problem-solving with rigorous analytical modeling and hands-on execution across global theaters (AMER, EMEA, JAPAC, LATAM). If you are a former management consultant or tech strategy/ops lead looking to flex your strategic muscles, drive high-impact channel transformations, and directly influence top-line growth in a fast-paced software environment, this role is for you.

Key Responsibilities & Your Impact

• Define the 3-Year Partner Ambition: Lead the creation of the multi-year GTM roadmap to scale partner-sourced and partner-led revenues across AI and Endpoint Security domains.
• Ecosystem Architecture: Design and refine partner coverage models, tiering incentives, discount/margin structures, and co-selling frameworks across Distributors, National Resellers, GSIs, and Managed Security Service Providers (MSSPs).
• Sales Plays & Motion Design: Architect programmatic sales plays (e.g., net-new logo acquisition, competitive EDR takeouts, and fast-landing entry plays like AES/XDR soft-bundling).
• Pre-Sales & Systems Engineering Scaling: Partner with Regional Technical Directors and Channel SE leads to design pre-sales enablement programs, certification tracks, and hands-on laboratory workshops (e.g., Ultimate Test Drives, Capture the Flag).

• Rigorous Analytical Modeling: Conduct deep-dive market sizing, pipeline coverage analyses, and discount/margin impact studies using Salesforce, Tableau, and data platforms.
• Cadence & Governance: Establish global operating rhythms—including bi-weekly operational reviews, QBRs with executive sponsors, and quarterly deal registration audits—to maintain pipeline momentum and resolve deal-logging gaps.
• Theater Alignment: Collaborate closely with Theater Ecosystem and Sales leaders, Ecosystem Programs team, Partner Development Managers (PDMs), and Channel Business Managers (CBMs) to iterate and scale the success of the GTM initiatives

Qualifications

Required Qualifications

• 3+ years of relevant work experience (pre-MBA), or recent MBA graduates with up to 2 years of post-MBA experience in management consulting or top-tier tech strategy or “bizops” functions.
• MBA graduate from a top-tier B-school or similar academic credentials or “direct promote” in Consulting or equivalent military experience.
• GTM Strategy experience / projects in B2B software industry.

Preferred Qualifications

• Excellent analytical skills with strong attention to detail, experience using reporting and analytics applications, e.g., Salesforce, Tableau, GCP.
• Self-starter who thrives in fast-paced, high-growth environments with minimal supervision.
• Prior experience in planning, designing, and implementing Sales Improvement solutions at a global scale.

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/com-missioned 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.

$150,300.00 - $243,100.00/yr

Our Commitment

We’re trailblazers that dream big, 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.

Is role eligible for Immigration Sponsorship?: Yes

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