Principal Product Intelligence (Cortex CI, GTM Strategy Lead)

Palo Alto Networks, Inc.; New Jersey; Remote; USD 163,000 - 264,000; Full time

Job summary

Palo Alto Networks is seeking a Principal Product Intelligence (Cortex CI, GTM Strategy Lead) to empower our global sales engine. You will hunt for revenue at risk, build enablement roadmaps to fix vulnerabilities, and serve as a revenue recovery engine across regions and segments.

Your work drives win rates and competitive positioning. You will partner with GTM, PMM, Sales Operations, and Product teams to refine strategies, inform executives, and enable the field to outmaneuver competitors.

Qualifications

• 8+ years in Competitive Intelligence, Sales Enablement, Sales Operations, or Technical Product Marketing within cybersecurity.
• Proven cross-functional leadership with strong prioritization and execution.
• Experience guiding Sales Leaders to adapt against competition with evidence.
• Track record as a revenue-focused strategist with enterprise sales and GTM know-how.
• Ability to translate complex technical data into concise executive briefings (BLUF).
• Expertise in Win/Loss analysis to spot actionable trends.
• Experience creating competitive enablement materials for sales teams.
• Ability to tailor messaging for C-level and technical audiences.
• History of breaking silos and collaborating with GTM, PMM, Sales Ops and Product teams.

Responsibilities

• Lead CI sales enablement and implement a roadmap addressing competitive gaps.
• Identify win/loss trends and risk factors to improve win rates across regions.
• Diagnose regions with low win rates and relay feedback to Product teams.
• Collaborate with GTM, PMM, and Sales Ops to position and sell the product effectively.
• Provide high-impact competitive support on top pipeline deals to win opportunities.
• Drive handoff optimization between pre-sales and post-sales organizations.

Skills

Competitive Intelligence

Sales Enablement

Sales Operations

Technical Product Marketing

Cross-functional Leadership

GTM Strategy

Executive Communication

Adult Learning Theory

Strategic Priorities

Tools

Salesforce

MEDDPICC

CRM platforms

Job description

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.

The Team

Product Management - To stay ahead of the curve, it’s critical to know where the curve is and how to anticipate the changes we’re facing. For the fastest‑growing cybersecurity company, the curve is the evolution of cyberattacks and the products and services that proactively address them. Our Product Management team helps us do just that. This team provides the behind‑the‑scenes support for our products by being a source of information for our Systems Engineers, staying on top of the environment we sell in and helping to implement technical solutions based on our clients' feedback and needs. As threats and technology evolve, we stay ahead to accomplish our mission.

Job Summary

As the Principal Product Intelligence (Cortex CI, GTM Strategy Lead), you empower our global sales engine by hunting for where revenue is at risk. You build the enablement roadmap to fix vulnerabilities, effectively serving as a revenue recovery engine for the business. Your prime objective is the Field, building and executing the enablement strategy while tracking and improving win rates. Ultimately, you ensure the CI team directly empowers Sales to outmaneuver the competition and drive revenue.

Key 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.

Qualifications

Required 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.

Preferred Qualifications

• Prior experience in a Sales Engineering (SE), Field Sales, or GTM leadership role.
• Deep familiarity with CRM platforms (e.g., Salesforce), enterprise sales methodologies (e.g., MEDDPICC), and data‑driven revenue operations.
• Demonstrable familiarity with the software sales cycle.
• Experience with Sales Execution Model and the Cybersecurity Evaluation Matrix.
• Experience designing structured feedback loops between pre‑sales and post‑sales organizations to optimize the customer journey.
• Formal enablement, competitive intelligence, or revenue operations certifications (e.g., CIP).

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.

$163,200.00 - $264,000.00/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 [e-mail].

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.