Director, SMB GTM for Prisma Browser

Palo Alto Networks, Inc.; Santa Clara (CA); On-site; USD 210,000 - 289,000; Full time

Job summary

Palo Alto Networks, Inc. in Santa Clara, CA is seeking a Director of Go-to-Market for our SMB business in SASE, focusing on Prisma Browser for Business to define, scale, and execute the growth strategy for our dedicated small and medium-sized business products.

Your primary objective is designing a scalable SMB go-to-market engine that leads heavily with channel partners, while actively pitching, recruiting, and closing MSPs and platform integrations with MSP access.

Qualifications

• 10+ years of experience in Go-to-Market Strategy, Sales Leadership, or Channel Operations within B2B SaaS, cybersecurity, or enterprise IT technology.

Responsibilities

• Define SMB GTM Strategy for Prisma Browser for Business targeting 1–200 employees.
• Champion MSP Channel and design partner programs, incentives, and commercial structures.
• Lead field sales execution: pitch, negotiate, and onboard MSPs and regional partners.
• Develop compelling sales plays, enablement materials, and competitive messaging for SMB cybersecurity.
• Establish macro- and micro-level metrics to monitor funnel, CAC, and partner LTV.
• Collaborate with Product Management, Product Marketing and Exec Leadership to align roadmaps.

Skills

GTM Strategy

Sales Leadership

Channel Operations

MSP ecosystem

Data-driven analytics

Executive presence

Travel willingness

Tools

RMM

PSA

Job description

Palo Alto Networks, Inc. in Santa Clara, CA is seeking a Director of Go-to-Market for our SMB business in SASE, focusing on Prisma Browser for Business to define, scale, and execute the growth strategy for our dedicated small and medium-sized business products.

Your primary objective is designing a scalable SMB go-to-market engine that leads heavily with channel partners, while actively pitching, recruiting, and closing MSPs and platform integrations with MSP access.