Cortex GTM Strategy & Ops Lead

Palo Alto Networks; Santa Clara (CA); On-site; USD 150,000 - 243,000; Full time

Job summary

Palo Alto Networks is seeking a strategy team member to design the GTM strategy and architect the pre-sales and partner GTM programs needed to scale our AI and Endpoint Security businesses.

You will define multi-year GTM roadmaps, design scalable partner-led sales motions, and operationalize global GTM frameworks across AMER, EMEA, JAPAC, and LATAM. The role balances strategic problem-solving with rigorous analytics and hands-on execution in a fast-paced software environment.

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.

Responsibilities

• 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 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.
• 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

Skills

Analytical skills

Attention to detail

Self-starter

Global scale experience

Education

MBA from top-tier school

Tools

Salesforce

Tableau

GCP

Job description

Palo Alto Networks is seeking a strategy team member to design the GTM strategy and architect the pre-sales and partner GTM programs needed to scale our AI and Endpoint Security businesses.

You will define multi-year GTM roadmaps, design scalable partner-led sales motions, and operationalize global GTM frameworks across AMER, EMEA, JAPAC, and LATAM. The role balances strategic problem-solving with rigorous analytics and hands-on execution in a fast-paced software environment.