Director, Software Firewall GTM

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

Your Impact

• Strategic Leadership: Define and execute the long-term regional GTM strategy, focusing on market expansion, competitive displacement, and software-led recurring revenue.
• Revenue Ownership: Accountable for regional pipeline health and sales targets, providing accurate forecasting and data-driven insights to executive leadership.
• Sales Orchestration: Partner with Regional Vice Presidents (RVPs) and District Managers to integrate Software Firewall solutions into every major enterprise motion.
• Executive Presence: Serve as a key spokesperson for Palo Alto Networks, building deep relationships with C-level executives at our most strategic accounts.
• Team Development: Mentor and enable the specialist sales team, fostering a culture of excellence, consultative selling, and technical proficiency.
• Ecosystem Growth: Drive high-level partnerships with Cloud Service Providers (AWS, Azure, GCP) and key Global System Integrators to scale the reach of our software portfolio.

• Leadership Tenure: 12+ years of experience in cybersecurity or cloud sales, with at least 5 years in a formal leadership or management role overseeing complex sales cycles.
• Strategic Execution: Proven success in building and scaling GTM programs that drive consistent growth in software-as-a-service (SaaS) or software-defined models.
• Cloud & Security Fluency: Expert knowledge of the cloud security landscape, including VPC networking, micro-segmentation, and the shift toward hybrid-cloud architectures.
• Operational Rigor: Strong background in sales operations, using CRM and analytics tools to manage territory performance and forecast accuracy.
• Influence & Collaboration: Demonstrated ability to navigate a matrixed organization, influencing internal stakeholders and external partners to achieve shared goals.
• Market Credibility: Established reputation as a thought leader in the security space, with a deep network of CISO and CIO relationships.
• Education: Bachelor's degree in a technical or business discipline; MBA or equivalent leadership experience preferred. Military experience accepted in lieu of college degree.