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About the Role

Empower the global sales engine by identifying revenue risks and building an enablement roadmap to recover revenue. This role focuses on the Field, executing enablement strategy, and improving win rates to help Sales outmaneuver the competition and drive revenue.

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.

Requirements

• 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.
• 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).

Skills

• Competitive Intelligence
• Sales Enablement
• Sales Operations
• Technical Product Marketing
• Cybersecurity
• Cross-functional team leadership
• Revenue strategy
• Enterprise sales cycles
• Pipeline management
• GTM mechanics
• Executive briefings
• Win/Loss analysis
• Adult learning theory
• Sales force enablement
• Enterprise organizational stack
• C-level messaging
• Technical practitioner messaging
• Collaboration
• CRM platforms (e.g., Salesforce)
• Enterprise sales methodologies (e.g., MEDDPICC)
• Data-driven revenue operations
• Software sales cycle
• Sales Execution Model
• Cybersecurity Evaluation Matrix
• Feedback loops
• Enablement certifications
• Competitive intelligence certifications
• Revenue operations certifications

Location

• Remote

Work Type

• Remote
• Hybrid

Experience Level

• 8+ years

Salary/Compensations

• $163,200.00 - $264,000.00/yr

Benefits

• Restricted stock units
• Bonus

About the Company

• Palo Alto Networks is 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.
• We are the cybersecurity partner of choice, trailblazing the path and shaping the future of our industry.
• Our values are 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 are a culture that values trust, accountability, and shared success where your work truly matters.
• We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
• We accomplish our mission with 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.