Global Accounts Program Director jobs at Palo Alto in United States, Palo Alto

Your Career

As the Director, Global Accounts Program, you will be a pivotal leader responsible for the design, build-out, and ongoing execution of the strategic framework for the Global Accounts Program. Reporting to the RVP of Global Account Sales, you will translate the program’s executive vision into concrete, scalable, and measurable program elements, and then drive their adoption and operational fidelity across the global organization.

This role requires a deep focus on establishing the infrastructure for success, ensuring strategic alignment, operational efficiency, and a consistent global experience for our most strategic clients. You will work cross-functionally to define, implement, and run the rules of engagement, governance models, and reporting standards that underpin the RVP’s mission to drive significant growth and deep customer adoption within the global account base.

Your Impact

Your primary responsibilities are to build, operationalize, and actively run the programmatic elements of the Global Accounts Program:

1. Program Operational Design & Execution:

• Design and Operationalize: Lead the development, documentation, and active implementation of the Global Accounts Program operating model, governance structure, and core policies.

• Program Rules of Engagement (ROE): Establish, communicate, and enforce clear, global Rules of Engagement (ROE) and escalation procedures for Global Account teams, regional sales, channel partners, and overlay organizations.

• Account Selection & Quota Process: Operate and manage the annual and quarterly operational processes for account nomination, selection, and quota setting, ensuring consistency and executive alignment.

2. Strategic Planning & Field Participation (NEW EMPHASIS):

• Planning Tools & Cadence: Develop, iterate on, and maintain standardized account planning materials (e.g., templates, formats, tools) used by the Global Account teams.

• Active Account Engagement: Actively participate in strategic account planning sessions with the Global Account teams to guide their use of the program’s planning framework, ensure strategic alignment, and enforce program rules.

• Strategy Translation: Work closely with the RVP to translate the Global Accounts Program strategy into actionable, measurable, and tactical execution plans for the field.

• Manage periodic day-to-day account team issues seeking redress and opportunities for process improvement. This will encompass problem review, support for resolution or escalation, and systematic tracking of issues to identify trends and inform program refinement based on the frequency and nature of resolutions.

3. Governance, Reporting & Analytics:

• Performance Management Infrastructure: Design, implement, and own the framework for tracking program activity, performance measurement, and effectiveness metrics (program efficacy).

• Program Reporting: Create and manage comprehensive reporting dashboards and analytical insights specifically focused on the program's execution, health, and strategic alignment, providing data-driven recommendations to the RVP and senior leadership.

• QBR/Planning Facilitation: Structure, organize, and drive the cadence for regular Quarterly Business Reviews (QBRs) and Global Account planning workshops, ensuring high-quality input and outputs.

4. Program Enablement & Benefits Delivery:

• Enablement Strategy: Partner with Sales Enablement and Training to plan and resource comprehensive enablement initiatives that ensure global compliance with the new program model.

• Process Adoption: Drive the consistent adoption of all program-related tools and standardized processes required to effectively engage with and support global clients.

• Benefits Oversight: Operationalize the defined program benefits for clients and establish the process to oversee the consistent and effective delivery of these benefits, including support for deployment and adoption.

Your Experience

• Program Management Expertise: Direct, hands-on experience in both designing and actively running complex, global sales or strategic accounts programs, including defining operational models, governance, and rules of engagement.

• Global account experience.

• Sales/Program Analytics: Proven ability to define and generate comprehensive reporting and create data-driven analyses to gain insights into weekly, monthly, and quarterly program execution.

• Field Engagement: Demonstrated experience working directly with sales teams to support account planning and strategy implementation in a programmatic context.

• Cross-Functional Collaboration: Extensive experience building strong relationships and driving alignment across diverse global and internal teams (Sales, Finance, Legal, Enablement, etc.).

• Strategic & Operational Balance: Proven experience in operating at a strategic level (planning, design) while maintaining a focus on execution and operational rigor (process, enforcement, reporting).

• Industry Knowledge (Preferred): Knowledge of the cybersecurity industry and the complexity of large-scale deployments across global organizations is a plus.

• Travel: Willingness to travel globally as needed to support program build-out, planning, and operational alignment. (Estimated travel up to 30-40%).

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/commissioned roles) is expected to be between $210,000 - $289,000. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.