Principal Cortex CI & GTM Strategy Lead

Palo Alto Networks, Inc.; Austin (TX); Remote; USD 163,000 - 264,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Principal Product Intelligence leader to empower our global sales engine. You will hunt for revenue at risk, build enablement roadmaps to fix vulnerabilities, and serve as a key driver of field success by improving win rates.

You will collaborate with GTM, PMM, and Sales Ops to position and sell products, delivering high-impact competitive support on top deals and guiding pre- to post-sales handoffs for a smoother customer journey.

Qualifications

• 8+ years in Competitive Intelligence, Sales Enablement, Sales Operations, or Technical Product Marketing within the Cybersecurity space.
• Proven cross-functional team leadership experience, excelling at identifying strategic priorities, triaging requirements, and driving rigorous execution.
• Comfortable steering Sales Leaders to new approaches against the competition using evidence.
• Proven track record as a revenue-focused strategist with a deep understanding of enterprise sales cycles, pipeline management, and GTM mechanics.
• Mastery in communicating high-density technical data into concise, high-impact Bottom Line Up Front (BLUF) executive briefings.
• Expertise in conducting rigorous Win/Loss analysis to identify actionable, root-cause trends impacting new business and renewals.
• Demonstrated success applying adult learning theory to develop high-impact competitive enablement materials for sales forces.
• Deep understanding of the enterprise organizational stack to tailor messaging for C-level executives and technical practitioners.
• Strong history of breaking down silos and collaborating seamlessly with GTM, PMM, Sales Operations, and Product teams.

Responsibilities

• Lead CI sales enablement and execute a roadmap targeting competitive vulnerabilities to arm Sales.
• Identify win/loss trends, flag risk factors, and actively improve win rates across regions and segments.
• Pinpoint regions with low win rates, diagnose root problems, and relay feedback to the Product team.
• Drive proactive engagements with GTM, PMM, and Sales Operations to position and sell the product effectively.
• Provide direct, high-impact competitive support on top pipeline deals to ensure the field wins.
• Drive optimization strategies to eliminate friction in the handoff between pre-sales and post-sales organizations.

Skills

Competitive Intelligence

Sales Enablement

Sales Operations

Technical Product Marketing

Cross-functional Leadership

Win/Loss Analysis

GTM Strategy

BLUF Briefings

Tools

Salesforce

MEDDPICC

Job description

Palo Alto Networks, Inc. is seeking a Principal Product Intelligence leader to empower our global sales engine. You will hunt for revenue at risk, build enablement roadmaps to fix vulnerabilities, and serve as a key driver of field success by improving win rates.

You will collaborate with GTM, PMM, and Sales Ops to position and sell products, delivering high-impact competitive support on top deals and guiding pre- to post-sales handoffs for a smoother customer journey.