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About the Role
Define, scale, and execute the growth strategy for dedicated SMB products to capture the 1- to 200-employee market segment. Build a scalable SMB go-to-market engine that leads heavily with channel partners, specifically smaller Managed Service Providers (MSPs). This high-impact role is ideal for a strategic operator who excels at navigating white-space challenges and translating high-level vision into tactical revenue execution.
Responsibilities
- Execute GTM vision, market sizing, and revenue roadmap for Prisma Browser for Business targeting organizations with 1 to 200 employees.
- Accelerate the channel partner ecosystem by designing programs, incentives, and commercial structures for MSPs.
- Engage actively in the field to pitch, negotiate, and onboard foundational MSPs and regional channel partners.
- Create compelling sales plays, enablement materials, and competitive messaging tailored to the SMB cybersecurity landscape.
- Drive predictable pipeline visibility through rigorous measurement of funnel conversion, CAC, and partner lifetime value.
- Collaborate with Product, Marketing, and Sales to feed channel requirements back into the product roadmap.
Requirements
- 7+ years of GTM Strategy, Sales Strategy, Business Operations, or equivalent sales experience.
- Proven experience in developing and executing 0-to-1 GTM strategies, including market analysis and pricing architectures.
- Strong understanding of profitability models, unit economics, and B2B distribution strategies.
- Demonstrated ability to manage cross-functional projects and drive rapid growth strategies.
- Exceptional analytical skills to dissect market trends, competitive landscapes, and channel performance metrics.
- Ability to convey complex security concepts and business outcomes to technical stakeholders and SMB/MSP business owners.
- 3+ years in top management consulting, private equity, top-tier tech strategy, or GTM programs.
- Cybersecurity industry experience, especially familiarity with SMB dynamics and MSP tooling like RMM/PSA.
- Willingness to travel to attend key channel industry events, lead partner reviews, and support direct customer engagements.
Location
- Remote
Work Type
- Remote
- Hybrid
Experience Level
- Sr. Manager
Salary/Compensations
- $167,300.00 - $270,600.00/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.
- 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.
- We believe collaboration thrives in person.
- This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.
- 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
- We are committed to providing reasonable accommodations for all qualified individuals with a disability.
- 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.