Sales Excellence Program Manager - Public Sector

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!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Your Career

The Public Sector Revenue Acceleration Manager will drive revenue growth across US State & Local Government, US Education, and US Federal verticals. This role collaborates closely with cross-functional teams, including Field Sales, Partner Teams, GTM, and Product Management. Key responsibilities, in partnership with sales leadership, include working directly with core sellers and front-line sales managers to support territory planning, account planning, account strategy reviews (ASRs), close plans, deal reviews, and other sales acceleration activities, along with facilitating deliverables and coaching teams. In addition, this role will be responsible for new GTM initiatives based on new companywide and area wide priorities.

Your Impact

• Revenue Acceleration and Sales Optimization: Partner with Public Sector sales leadership to optimize processes, directly supporting sellers and managers to streamline planning (territory/account, ASRs, close plans, deal reviews) for increased revenue, higher win rates, and faster deal cycles
• Best Practice Deployment: Lead the formal implementation and optimization of consistent sales methodologies (e.g., MEDDIC) and cadences to ensure predictable success and timely execution
• Cross-functional & Ecosystem Alignment: Cultivate strong partnerships across all Go-to-Market functions (Operations & Strategy, Enablement, Marketing, Industry, Business Value, Cloud, Services, SAs, Partner Channel, Solution Consulting) for integrated activities and unified revenue acceleration
• Strategic Growth Initiatives: Drive revenue acceleration efforts specifically aligned with expanding Next Generation Security offerings
• Relationship Management: Maintain robust relationships with executive and functional leaders across various departments (Marketing, Channels, Operations, Product, L&E) for continuous strategic support
• AI-Driven Productivity: Integrate AI tools (Gemini, NotebookLM) into GTM and field sales activities to dramatically boost efficiency and minimize administrative tasks for the sales team

Your Experience 

• Experience: 8+ years of sales enablement experience in cybersecurity or related technologies, including at least 3 years focused on the Public Sector. Field sales and pre-sales engineering experience is a strong plus. A bachelors degree is required, and a graduate degree is a strong plus.
• Sales Acumen: Proven ability to drive measurable increases in field sales revenue, boost sales efficiency, and optimize sales velocity
• Methodology Expertise: Demonstrated experience in deploying and optimizing sales best practices and methodologies (e.g., MEDDIC) and strong CRM expertise (e.g., Salesforce)
• Collaboration & Influence: Strong track record of cultivating and leveraging cross-functional and ecosystem partnerships for integrated Go-to-Market strategies and revenue acceleration
• Strategic Alignment: Ability to align revenue acceleration efforts with key business objectives, particularly related to emerging technologies like Next Generation Security
• Leadership & Relationships: Skilled in maintaining robust strategic partnerships with executive and functional leaders
• Technical Aptitude/AI: Experience with or strong aptitude for integrating AI tools into sales processes to enhance productivity
• Exceptional Communication & Productivity Suite Proficiency: Proven ability to effectively present and facilitate meetings with diverse audiences, coupled with advanced proficiency in productivity suites such Google Workspace (Slides, Sheets, Docs)

The Team

Our Public Sector Field Sales Organization is the connection between our clients’ cybersecurity needs and Palo Alto Networks’ set of solutions.  Comprising account managers, systems engineers and sales specialists, our team is committed to client satisfaction and the continued growth of our business.  Our sales team members work hand-in-hand with organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our Public Sector GTM team under the Public Sector Field Sales Organization, and you are  empowered in partnership with sales leaders and cross-functional teams to drive revenue acceleration. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to sales enablement to meet the needs of the sales organization, partners, and customers. As a member of our GTM team, you are motivated by a solutions-focused sales environment and find fulfillment in working with team members  to resolve incredibly complex cyberthreats.

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 $134000/YR - $218000/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? No. Please note that we will not sponsor applicants for work visas for this position.