Field Engagement Director, Global Accounts Program

The Field Engagement Director, Global Accounts Program, is a pivotal leadership role responsible for designing, building, and executing the strategic framework for the Global Accounts Program at Palo Alto Networks. This role involves translating executive vision into scalable program elements, driving adoption, and ensuring operational fidelity across the global organization. Key responsibilities include strategic planning, field participation coordination, program enablement, benefits delivery oversight, and developing client and internal enablement events. The director will establish infrastructure for success, ensuring strategic alignment, operational efficiency, and a consistent global experience for strategic clients.

Must Have

• Design, build, and execute strategic framework for Global Accounts Program
• Translate executive vision into concrete, scalable, and measurable program elements
• Drive adoption and operational fidelity across the global organization
• Establish infrastructure for success, ensuring strategic alignment and operational efficiency
• Define, implement, and run rules of engagement, governance models, and reporting standards
• Coordinate Field Engagement and Internal Program Development Rhythm of Business
• Develop and maintain standardized account planning materials
• Actively participate in strategic account planning sessions
• Translate Global Accounts Program strategy into actionable execution plans
• Manage day-to-day Field and account team issues
• Partner with Sales Enablement and Training for comprehensive enablement initiatives
• Drive consistent adoption of program-related tools and standardized processes
• Operationalize and oversee consistent delivery of program benefits
• Work with Field Marketing and CAB teams to develop unique events for GAP
• Collaborate with cross-functional teams for skills development and training programs
• Demonstrated experience working directly with sales teams
• Extensive experience building strong relationships and driving alignment across diverse global and internal teams
• Proven experience in operating at a strategic level while maintaining focus on execution and operational rigor
• Direct, hands-on experience in designing and running complex, global sales or strategic accounts programs
• Proven ability to define and generate comprehensive reporting and data-driven analyses
• Willingness to travel globally (25-50%)

Good to Have

• Knowledge of the cybersecurity industry and the complexity of large-scale deployments across global organizations

Perks & Benefits

• Unmatched systems and tools
• Constantly updated research and sales libraries
• Team built on joint success
• Commitment to employee success
• Solutions-focused sales environment
• Employee benefits
• Reasonable accommodations for all qualified individuals with a disability
• Equal opportunity employer

Your Career

As the Field Engagement Director, Global Accounts Program, you will be a pivotal leader responsible for the design, build-out, and ongoing execution of the strategic framework for the Global Accounts Program. Reporting to the RVP of Global Account Sales, you will translate the program’s executive vision into concrete, scalable, and measurable program elements, and then drive their adoption and operational fidelity across the global organization.

This role requires a deep focus on establishing the infrastructure for success, ensuring strategic alignment, operational efficiency, and a consistent global experience for our most strategic clients. You will work cross-functionally to define, implement, and run the rules of engagement, governance models, and reporting standards that underpin the RVP’s mission to drive significant growth and deep customer adoption within the global account base.

Your Impact

Your primary responsibilities are to build, operationalize, and actively run the programmatic elements of the Global Accounts Program:

1. Strategic Planning & Field Participation:

• Coordinating our Field Engagement and Internal Program Development Rhythm of our Business: Ensure we are actively tracking progress against GAP goals and implementing a cadence of operations within the team and the Field.
• Planning Tools & Cadence: Develop, iterate on, and maintain standardized account planning materials (e.g., templates, formats, tools) used by the Global Account teams.
• Active Account Engagement: Actively participate in strategic account planning sessions with the Global Account teams to guide their use of the program’s planning framework, ensure strategic alignment, and enforce program rules.
• Strategy Translation: Work closely with the RVP to translate the Global Accounts Program strategy into actionable, measurable, and tactical execution plans for the field.

• Manage day-to-day Field and account team issues seeking redress and opportunities for process improvement. Understanding Field issues and developing systems that address these issues through the use of program resources to enable better field engagement. This will encompass problem review, support for resolution or escalation, collaboration with the Program Manager to collaborate on developing a systematic tracking of issues to identify trends and inform program refinement based on the frequency and nature of resolutions.

2. Program Enablement & Benefits Delivery:

• Enablement Strategy: Partner with Sales Enablement and Training to plan and resource comprehensive enablement initiatives that ensure global compliance with the new program model.
• Process Adoption: Drive the consistent adoption of all program-related tools and standardized processes required to effectively engage with and support global clients.
• Benefits Oversight: Operationalize the defined program benefits for clients and establish the process to oversee the consistent and effective delivery of these benefits, including support for deployment and adoption.
• Coordinate and improve benefits development: solicit and intake feedback to improve client servicing benefits and associated programs.

3. Enablement, development, and Field Marketing Events for Clients and Global Account Teams:

• Work with Field Marketing and CAB teams to develop events unique for the GAP: Determine the viability of programs such as GAP Client Advisory Boards and Annual Summit type of events.
• Determining suitable internal and client Enablement: collaborate with various cross-functional teams to determine which skills development, training and enablement programs would work within the GAP framework

You will also engage closely with your counterpart, the Director of Program Development to help ensure they are successful in their responsibilities (20%):

1. Program Operational Design & Execution:

• Design and Operationalize: Lead the development, documentation, and active implementation of the Global Accounts Program operating model, governance structure, and core policies.
• Program Rules of Engagement (ROE): Establish, communicate, and enforce clear, global Rules of Engagement (ROE) and escalation procedures for Global Account teams, regional sales, channel partners, and overlay organizations.
• Account Selection & Quota Process: Operate and manage the annual and quarterly operational processes for account nomination, selection, and quota setting, ensuring consistency and executive alignment.

2. Governance, Reporting & Analytics:

• Performance Management Infrastructure: Design, implement, and own the framework for tracking program activity, performance measurement, and effectiveness metrics (program efficacy).
• Program Reporting: Create and manage comprehensive reporting dashboards and analytical insights specifically focused on the program's execution, health, and strategic alignment, providing data-driven recommendations to the RVP and senior leadership.
• QBR/Planning Facilitation: Structure, organize, and drive the cadence for regular Quarterly Business Reviews (QBRs) and Global Account planning workshops, ensuring high-quality input and outputs.