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About the Role

This role enables field sales professionals to strengthen critical selling skills, adopt AI-enabled practices, align learning to active pipeline, and improve measurable sales performance across Commercial, BDR, and renewal motions. You will create, refine, and apply curriculum that reflects real-world field challenges and evolving go-to-market priorities, ensuring learning translates into deal progression and customer retention. Focused on driving AI-augmented sales performance and behavior change within live opportunities, this role goes beyond traditional training. Success requires significant field experience and the credibility to influence senior sellers and sales leaders.

Responsibilities

Lead immersive, high-impact workshops, both virtual and in-person, that coach sellers through live opportunities and strengthen value selling, executive engagement, discovery, negotiation, and MEDDPICC execution.
Integrate modern AI tools and generative learning platforms into the curriculum to scale practice, streamline deal preparation, and drive measurable improvements in field efficiency and productivity for BDR, Commercial, and closing roles.
Design, build, and optimize specialized learning tracks and continuous professional development programs focused on complex deal strategy, advanced negotiation, competitive differentiation, renewal optimization and buyer persona mastery for enterprise sales professionals.
Partner with sales leadership to align learning with go-to-market priorities and connect it directly to live opportunities, pipeline reviews, expansion targets, and forecast accuracy.
Measure business impact by evaluating behavioral change, tool adoption, opportunity quality, and sales performance outcomes.

Requirements

Eight or more years of experience designing and delivering commercial sales capability programs focused on applied selling skills and measurable performance improvement.
Experience integrating generative AI tools into sales workflows, learning programs, or coaching experiences to improve seller preparation, practice, productivity, and deal execution.
Prior experience as both a quota-carrying enterprise or commercial seller responsible for closing complex deals and a frontline sales leader accountable for revenue, pipeline health, and forecast accuracy.
Proven ability to facilitate high-stakes sessions for senior sales professionals and influence frontline sales directors and vice presidents.
Demonstrated success coaching sellers through live opportunities and translating field experience into practical, segment-specific learning spanning new business development (BDR) to customer expansion.
Deep working knowledge of sales methodologies such as MEDDPICC, Value Selling, Challenger, or Command of the Message, with the ability to teach and apply them in real sales situations.
Experience with complex enterprise sales cycles in SaaS or cybersecurity.
Experience helping sales organizations navigate significant go-to-market transformations, including AI adoption or platform-based selling.

Skills

Value selling
Executive engagement
Discovery
Negotiation
MEDDPICC execution
AI tools
Generative learning platforms
Complex deal strategy
Competitive differentiation
Renewal optimization
Buyer persona mastery
Go-to-market priorities alignment
Pipeline reviews
Expansion targets
Forecast accuracy
Behavioral change measurement
Tool adoption measurement
Opportunity quality measurement
Sales performance outcomes measurement
Generative AI tools integration
Sales workflows
Learning programs
Coaching experiences
Seller preparation
Seller productivity
Deal execution
Enterprise sales
Commercial sales
Sales leadership
Revenue accountability
Pipeline health accountability
Forecast accuracy accountability
Facilitation
Sales methodology application
SaaS sales cycles
Cybersecurity sales cycles
Go-to-market transformations
AI adoption
Platform-based selling

Location

Remote

Work Type

Remote
Hybrid

Experience Level

Eight or more years of experience

Salary/Compensations

$151,700.00 - $245,300.00/yr

Benefits

Restricted stock units
Bonus

About the Company

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.
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!
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.

Equal Opportunity

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.