Gtm Strategy Lead Jobs in Santa Clara, CA

Santa Clara, California, United States Business Development Ref ID: JR-018741

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

You will work on the Palo Alto Networks Global Managed Services GTM Program team who collaborates with our strategic partners to utilize the Palo Alto Networks market leading security platforms to drive key security and business outcomes for our joint end customers. In this role, you will help these partners to develop joint solutions and service opportunities. This person can live anywhere in the US, but with a preference for proximity to our headquarters in Santa Clara.

This role is responsible for the creation and monetization of new and existing Service Provider and MSSP services which combine sales, technical, marketing and product expertise to support partners and partner channel business teams. The focus is on strengthening partnerships, developing new business opportunities, and accelerating sales performance across the Service Provider and Managed Security Services Partners.

You will be responsible for driving the product and solutions engagements with our strategic partners developing their services offerings, solutions, support and commercial models to deliver security outcomes based on Palo Alto Networks technologies. These engagements will also include some focus on Federal, State, Local, and Education partners that serve these customers.

We are seeking someone who is driven and excited for the opportunity to deliver on strategic business initiatives. You will help plan and execute against the goals for solutions development and sales for the business in collaboration with our partners. You will also work closely with the NAM partner sales teams, ecosystem and product teams to drive adoption of these solutions, manage the lifecycle of the service offerings, and internalize feedback from the teams to catalyze further growth.

Your Impact

Establishment of managed and/or professional services provided by partners leveraging Palo Alto Networks technology. Work efforts for Business Development includes:

• Identification of joint value proposition for strategic partnerships

• Drive new product and service development, including productization, lead-to-cash processes, OSS/BSS operationalization, and development of solution storyboards with SP and MSSP partners.

• Business case strategy & partner alignment/stakeholdering including early establishment of key success metrics (revenue targets, customer counts, product volumes, etc.)

• Lead consultative sales and business development activities, including strategy development, executive-level discussions, relationship initiation, market dynamics assessment, service and solution definition, and monetization models.

• Identify target market segments, quantify market opportunities, assess the competitive landscape, and engage relevant partners and consultants to unlock new growth opportunities.

• Build and maintain strong relationships with SP and MSSP Palo Alto Networks partner sales, product and marketing teams.

• Establishment and maintenance of contractual relationship between Palo Alto Networks and partner in cooperation from PANW Legal

• Lead business development and thought leadership initiatives to evolve existing services and drive new opportunities with SP and MSSP partner executive leadership teams.

• Monitor progress against business targets and plans throughout the duration of partner engagements.

• Commercial modeling & end-customer pricing consultation; including consideration of monthly/annual billing

• Service description & use case definition; including technology capabilities, support models, and collateral creation

• Planning and Orchestration of Technical enablement of delivery, operations, professional services, and/or consulting for initial launch

• Assistance with capitalization, project management, and advising of best practices

• Continuous lifecycle management and operational enhancements/optimization of service following initial launch

• Capture feedback & ideate around new product initiatives/enhancements

Qualifications

We are looking for someone who possesses a deep understanding of how to successfully develop services within the service provider industry and in a complex environment, with preference given to those with familiarity of US Public Sector markets. Ideally, you are someone who possesses a track record of success working with service providers (SPs) and/or managed security service providers (MSSPs).

• Bachelor’s degree or higher; relevant industry certifications (e.g. CISSP) encouraged

• 10+ years Experience across the SP and MSSP providers ecosystem, including Global Carriers, Tier 1 and Tier 2 Operators, Regional Service Providers, MSOs, MNOs, indirect channels, Data Center Operators, and Cloud Providers

• Minimum 8+ years of experience working in or with SP and MSSP providers and network operators in Sales, Channel Sales, Engineering, Business Development, Product Management, or Consulting

• Prior System Engineering background or strong technical acumen preferred

• Experience with the Service Provider / Network Operator product development lifecycle, including the ability to develop, launch, operationalize, and enable go-to-market strategies for new SP and MSSP managed services

• Experience with direct and indirect sales strategies, including communications services GTM

• Experience with channel programs, channel policies, and channel management

• Highly-driven individual with an execution focus and a strong sense of urgency with an entrepreneurial and self-motivated mindset

• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing

• Excellent at influencing others, both externally and internally, and an ability to communicate effectively while building consensus across various functional groups to achieve goals

• Industry acumen of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts

• Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities with minimal supervision

• Very strong written and verbal communication skills

• Ability to travel at least 50% of the time

The Team

As part of our Managed Services GTM Program team, you will provide exemplary support of Palo Alto Networks’ partner-focused growth by developing world-class services with our most strategic partners while serving as internal subject matter experts to influence product and process enhancements that will catalyze shared success. This team is made up of opportunistic problem solvers with acute awareness of our business and an ability to navigate creative solutions to complex challenges.

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.

• /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? No. Please note that we will not sponsor applicants for work visas for this position.