Lead, Ecosystems Strategy & Ops

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!

Your Career

Palo Alto Networks’ Strategy team works on our most critical business challenges to drive our industry-leading growth.

This role is to be a Lead on the Cortex Strategy team. The Cortex line-of-business is a fast growing SaaS business with winning offerings and the potential to disrupt the massive Security Operations market. As a Lead in the Cortex Strategy team, you will be driving CEO priorities and making an impact in one of the most dynamic areas of our business. You will be tackling topics across Product and Go-to-Market especially focused on channel and ecosystem strategy. You’ll be interacting with and advising senior stakeholders who value our counsel. And most importantly you’ll be driving measurable results as we rapidly scale this business.

Palo Alto Networks is scaling its business strategy organization and looking for its next senior leader. Your work as a Strategy Lead will directly and visibly contribute to our overall strategy and success. You will work as part of a case team and work directly with the senior leaders in the organization to solve complex strategy problems that are on top-of-mind for our executives. 

Your Impact

• Strategy 

  • Lead the development of winning strategies especially focused on channel and ecosystem 
  • Architect business strategy in partnership with business leaders (Northstar, initiatives, executive/board updates)
  • Experience in software channel and ecosystem (GTM strategy with GSIs, MSSPs) and building alliances 
  • Lead x-functional teams in strategic projects to unlock growth and effectiveness (from conception to delivery to outcome realization)
  • Drive business reviews and cadence to support leaders (e.g., QBRs)
  • Provide systematic support & analysis for priorities (e.g., deal inspection, competitive tear-downs, narrative re-write and enablement)
  • Identify opportunities and gaps in the business to increase awareness, propose solutions/choices and develop programmatic responses

• Operations 

  • Support the field and leadership team
  • Lead annual planning including territory design, GTM coverage design, and quota allocation
  • Develop metrics, analytics and reporting to support channel and ecosystem plays including net-new logo expansion, cross-sell motions, territory insights, target lists, etc.
  • Provide subject matter expertise and support on system / process enhancements (e.g. NPI/UAT, ACV design, Renewals Datamart, managing licensing escalations)

• Go-to-market / Programs 

  • Design / launch sales plays and programs to hit specific goals in channel and ecosystem and partners 
  • Drive Cloud and Cortex GTM and generate top-line outcomes through our channel partners, system integrators and managed partners
  • Architect the blueprint (what, when, how) for key GTM programs (e.g., Sales plays) with sound financial and strategic rationale
  • Manage the team responsible for running plays for the business including takeout programs, net new logo plays, channel acceleration motions, etc.
  • Orchestrate GTM readiness for new launches including narratives, collateral, packaging & positioning in partnership with Product & Marketing leaders
  • Become an expert on the pitch for Cortex and be a player-coach with channel teams on complex deals to help definite the ‘path to win’

Your Experience 

• 4+ years relevant work experience post-MBA with at least 2 years in management consulting (McKinsey, Bain, BCG, Deloitte, etc.), private equity or top-tier tech strategy or “bizops” functions (Google, Facebook, Amazon, etc).
• MBA graduate from a top-tier B- school or similar academic credentials or “direct promote” in Consulting or equivalent military experience required 
• Expertise in the Enterprise technology industry is a must, knowledge of cybersecurity industry is a plus but not required
• Experience in channel and ecosystem strategy 
• Experience in building relationships and leading through influence
• Experience managing projects and large-scale transformations
• Effective verbal and written communication ability and comfort with both business and technical discussions with senior audiences
• Great teammate, willing to passionately roll up their sleeves and work cross-functionally to get things done
• Self-starter who thrives in fast-paced, high-growth environments with minimal supervision

The Team

Our Strategy team works on our most critical business challenges to drive and support Palo Alto Networks’ industry-leading growth.  Your efforts will directly impact 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, influencing skills and ability to collaborate with a large number of constituents within Palo Alto Networks.

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 $0 - $0/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.

Is role eligible for Immigration Sponsorship?: Yes