Director People Team Business Partner - G & jobs at Palo Alto

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As a Unit 42 Recovery Specialist, you will play a critical role in assisting our customers with rebuilding, recovering, and restoring their computing and networking environments following security incidents. Working in conjunction with the Unit 42 service delivery team, you will lead and oversee Unit 42's external recovery partners as well as liaise with customer contacts, ranging from technical subject matter experts to executives and members of boards of directors. You will demonstrate a professional presence and bearing while clearly articulating technical risks, recovery strategy, and recovery progress to these diverse stakeholders. Your expertise in networking and security products and solutions will be crucial as you guide customers through recovery processes, ensuring they adopt best practices to strengthen their security posture and prevent future incidents. This hands-on role demands both technical acumen and exceptional communication skills as you address complex issues and deliver innovative solutions to establish a secure and resilient environment for our clients.

Your Impact

• Develop (in collaboration with the Incident Response lead) a unified and holistic approach to restoring technological infrastructure in the midst and/or aftermath of a cyber security incident
• Develop strategic processes to allow the client to cleanly and safely bring systems back into production
• Lead and oversee third-party vendors to ensure that recovery and restoration activities are conducted in accordance with Unit 42 standards and in a cohesive manner
• As a trusted advisor, guide Unit 42 customers through implementing security standards and best practices in the context of restoring operations
• Proactively identify and communicate project status, risks and issues with the client contact(s) and the Unit 42 engagement lead(s)
• Provide after-hours and weekend on-call coverage as needed to support engagement activities.
• Partner with the relevant account teams to understand customers’ prior investments in PANW offerings and ensure that recommendations for expansion are presented in a methodical and sensible manner
• Travel as needed to customer locations in North America, often with minimal advance notice, up to 50% of the time.
• Other tasks and duties as needed to support the customer and/or business

Your Experience

• Prior implementation and/or troubleshooting of the following areas: Active Directory, DNS, network configuration, enterprise software deployment, endpoint detection and associated performance degradation, SIEM and log management, cloud environments and other applicable security platforms.
• Minimum of ten years experience in information technology, systems administration, or network administration, with a minimum of three years experience managing security solutions in enterprise environments.
• Prior experience in consulting or other client-facing roles preferred
• Ability to remain calm, composed and articulate when dealing with high-pressure situations
• Excellent written and verbal communication skills, including the ability to distill and convey complex technical concepts, findings, and recommendations to client stakeholders who possess varying levels of subject-matter expertise
• Bachelor’s Degree in Information Security, Computer Science, Digital Forensics, Cyber Security, or equivalent years of professional experience or equivalent military experience to meet job requirements and expectations

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 $183000/YR - $252000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. Your success in this role will span the creation and execution of unique business plans with each potential. This segment is channel reliant sales motion and will require focus on specific channel plays. You’ll be measured primarily on the joint business executed with each partner. You’ll be working within all levels of partner organizations and possess a commitment that focuses on developing partnerships based on the long term, “outcome where everybody wins” strategy.

Your Impact

• Develop and execute channel strategy to to support territory geo supporting mix of sales segments.
• Management of strategic group of partners.
• Partner plans driving all aspects key sales initiatives to support business goals.
• Partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations.
• Work well in a team environment to ensure partner and customer satisfaction.
• Design a compelling value proposition that inspires partners to promote our solutions.
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment.
• Lead regular business performance and relationship reviews with senior management and various stakeholders.
• Build and maintain the activity of performance reports and activity dashboards.

Your Experience

• 5+ years of experience in channel management supporting the mixed sales segment territories.
• Must have relationships with at least 2 of the 5 following partners:Computnet, Structured, Sycomp, Armature,andComputacenter.
• Understanding of channel operating models.
• Knowledge of sales, marketing, and solution development.
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills.
• Consistent track record of leading complex sales situations through negotiation and conflict resolution.
• Candidate must be based in either Idaho, Oregon, Washington, or northern California.

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 $225000 - $309000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

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.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Develop and own the North America business plan with clear execution steps, provide weekly forecasts, and lead monthly, quarterly, and annual partner business reviews to achieve revenue targets.
• Build and strengthen relationships with executive, vertical, and account leaders in partner organizations, ensuring alignment between Palo Alto Networks and partner field sales teams.
• Drive field and partner interlock by engaging sales leadership effectively and creating winning outcomes for customers and stakeholders.
• Serve as the subject matter expert on repeatable sales plays, joint solutions, marketing activities, and partner routes to market (MSSP, Resell, Influence).
• Support joint pipeline progression at the deal level, including pricing strategies, order processing, procurement, and timely deal closure.
• Lead and collaborate on partner enablement programs with SEs and Partner Development Managers to expand capacity and demand generation.
• Document partner activities, communicate outcomes and next steps, and ensure consistent follow-up on joint pursuits.
• Apply strong sales skills (listening, qualifying, negotiating, closing, etc.) to consistently achieve targets and drive results.
• Collaborate cross-functionally, share best practices, and maintain customer focus while operating with integrity under Palo Alto Networks’ Channel Rules of Engagement.
• Travel as needed to regional partner teams to expand relationships, enable pipeline growth, and demonstrate a mission-driven, adaptable, growth-oriented mindset.

Your Experience

• Proven success managing and scaling GSI partnerships including growing OEM/ISV relationships from $100M to $200M+, with strong executive-level relationships and CxO engagement.
• 10+ years of partner or direct sales experience in hi-tech, with expertise in consulting and managed services partnerships; cybersecurity background preferred.
• Previous experience working with IBM Consulting is preferred.
• Skilled in platform selling, multiple routes to market (MSSP, Resell, Influence), and structured sales techniques across the full cycle from opportunity identification to account management.
• Strong record of execution, delivering measurable business outcomes against stretch targets while navigating channel conflict and complex relationships.
• Experienced in leveraging and influencing cross-functional teams (product, marketing, sales, channel) in a matrixed environment to execute GTM strategies and close deals.
• Excellent communication and presentation skills with the ability to influence senior leaders, supported by strong collaboration, leadership, and team-player qualities.
• Mission-driven, results-oriented, and adaptable, with the maturity to thrive in fast-paced, dynamic environments.

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/com-missioned roles) is expected to be between $356000/YR - $415250/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

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.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

You will engage at the executive level with both Palo Alto Networks and our GSI partners. This position requires a leader capable of defining and executing a multi-year vision, leveraging every part of our organization—from product to sales—to unlock new routes to market. Your success will depend on your ability to build trust-based relationships and articulate a compelling joint value proposition that resonates with GSI leadership and their clients. In addition to managing a GSI portfolio, you will also mentor and guide BD team as required.

Your Impact

• Define, build, and lead the global business strategy for Palo Alto Networks' GSI partnerships, including assessing partner potential, setting ambitious business targets, and developing a multi-year roadmap.
• Cultivate and manage executive-level relationships with GSI partners, serving as the primary liaison for all strategic initiatives, joint offers, and major business opportunities.
• Lead the development of innovative, co-branded solutions and joint offers with GSI partners. You will identify key market challenges and orchestrate cross-functional efforts with product, marketing, and engineering to deliver compelling, integrated solutions.
• Own the global go-to-market strategy, ensuring alignment and execution across Palo Alto Networks’ regional sales, channel, and marketing teams to drive net new pipeline and bookings.
• Be accountable for all GSI-related business metrics, including bookings, pipeline generation, and partner capacity building, and report on these metrics to the senior leadership team.
• Lead the company’s efforts on transformational, high-value deals with GSIs, shaping and navigating complex contracts and negotiations.

Your Experience

• BA/BS required; MBA or other advanced degree preferred.
• Prior experience at a GSI in a business development or sales leadership role.
• 10+ years of leadership experience in business development, alliance management, or strategic partnerships at a major technology company
• Extensive experience working with Global System Integrators (GSIs), with a deep understanding of their business models, service portfolios, and go-to-market strategies.
• A proven track record of building and scaling a global partner business that drives significant revenue and market share.
• Exceptional executive-level communication, negotiation, and presentation skills.
• Demonstrated ability to lead and influence in a highly matrixed organization, driving alignment and execution across multiple internal and external stakeholders.
• Strong understanding of the cybersecurity market, including key trends in Cloud Security, SASE, and Security Operations.
• Willingness to travel globally as needed.

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 $215,000 - $250,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. Your success in this role will span the creation and execution of unique business plans with each potential. This segment is channel reliant sales motion and will require focus on specific channel plays. You’ll be measured primarily on the joint business executed with each partner. You’ll be working within all levels of partner organizations and possess a commitment that focuses on developing partnerships based on the long term, “outcome where everybody wins” strategy.

Your Impact

• Develop and execute channel strategy to to support territory geo supporting mix of sales segments
• Management of strategic group of partners
• Territory plans driving all aspects key sales initiatives to support business goals
• Partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

Your Experience

• 5+ years experience in channel management supporting the mixed sales segment territories
• Understanding of channel operating models
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

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/com-missioned roles) is expected to be between $225000/YR - $309000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

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.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As the Director of Next Generation Security Revenue Acceleration, you'll be a key leader focused on driving growth and operational excellence. You will report to the Senior Vice President of Next Generation Security Revenue Acceleration and work closely with our global Strategy, Operations, Marketing, and Field Sales teams to implement and execute revenue-accelerating initiatives.

We are looking for a highly analytical and strategic individual with a strong background in security, cloud business models, and sales operations. You will be responsible for maintaining operational cadence, managing forecasting, and supporting business reviews. You will use data to drive insights, measure performance, and ensure our sales teams can execute with precision.

Your Impact

• Lead operational initiatives with a focus on revenue acceleration.

• Act as a strategic advisor to GTM leaders on key acceleration efforts and organizational decisions.

• Manage and execute projects and programs that support the overall revenue acceleration strategy.

• Drive the QBR cadence and implement best practices within the organization.

• Collaborate with Global Sales Leaders to support sales leads and drive revenue growth in key theaters.

• Help drive change across the organization, assisting with strategy development, operations, and execution to achieve business goals.

• Assist with strategic alignment with Field Marketing and Demand Generation teams to manage the top of the funnel.

• Support the success of team members through incentives and performance management.

• Manage regular reporting on team and individual performance.

• Contribute to the execution of the strategy and ensure delivery on key metrics like bookings and pipeline.

• Act as a collaborative leader who helps elevate the capabilities of the team around you.

Your Experience

• 10+ years of experience in enterprise technology strategy and sales operations.

• Proven business acumen and a strong understanding of tech business models and Go-to-Market strategies.

• Demonstrated ability to make data-driven decisions.

• Knowledge of cybersecurity (SOC technologies preferred) and SaaS business models.

• Aptitude for navigating and influencing in a matrixed organization.

• Experience with iterative processes (experimentation, testing, etc.).

• Passion for leadership and a strong work ethic; able to establish priorities and drive initiatives to completion.

• A collaborative team player with the drive to lead initiatives, build positive relationships, and work cross-functionally.

• Ability to work effectively under pressure with a heavy workload and time constraints.

• Experience using reporting and analytics applications; Salesforce preferred.

• Excellent communication skills, and a proven ability to influence and build relationships across various teams, including sales, marketing, and executives.

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 $212000/YR - $265000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Lead initiatives to continuously automate and scale the topline models as we transition to our new forecasting tool
• Understand and build the topline financial planning models (monthly forecasts, quarterly, annual, and long term plan) for key topline metrics including but not limited to Revenue, RPO, ARR in the forecasting tool
• Become the business partner in understanding the company’s topline metrics
• Develop and maintain close the quarter financial models to help the executive team understand where the topline metrics will close for the quarter
• Partner with the IT team to ensure accuracy and integrity of reporting systems and dashboards.
• Drive coordination, organization, and execution of quantitative and qualitative analysis on topline metrics throughout the close the quarter process
• Monitor monthly topline metrics and analyze forecast vs actuals to provide actionable insights to the leadership team
• Create reporting materials for the executive leadership team, board, and other stakeholders

Your Experience

• Bachelor degree in Finance, Accounting, or economics; Top-tier MBA strongly preferred or equivalent military experience required
• 7+ years related experience showing strong career progression; prior Corporate FP&A experience and/or familiarity with SAAS financial concepts a major plus
• Strong background in SaaS and Hardware revenue recognition (ASC-606)
• Possess deep experience financial planning software and ERP systems (e.g., Anaplan, Pigment, SAP)
• Ability to link big picture to details with ease
• Familiarity in managing large datasets, applying relevant statistical frameworks and concepts, and deriving executive-level insights
• Excellent financial modeling skills, with understanding of software, appliances and/or internet industry business models
• Strong team player with excellent communication skills in an executive facing role
• Willingness and ability to adapt to the rapid business and organizational changes that accompany a high-growth environment

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 $116000/YR - $180000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.