Director – GTM Strategy – Enterprise License Agreements
| Company | Palo Alto Networks |
|---|---|
| Location | Santa Clara, CA, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | MBA |
| Experience Level | Expert or higher |
Requirements
- 10+ years of experience in Go-To-Market Strategy, Sales Strategy, Sales Operations, Top Management Consulting, or related roles in the technology sector.
- 5+ years of experience leading large-scale strategic initiatives, ideally within SaaS, B2B tech, cybersecurity, or enterprise software.
- Strong executive presence with a proven ability to influence cross-functional teams and drive decision-making at senior levels.
- Track record of driving SaaS growth through pricing, packaging, and repurchase models.
- Exceptional problem-solving skills with a data-first approach to analysis, strategy development, and execution.
- Deep understanding of enterprise sales motions and experience supporting large deal structures and renewals.
- Excellent communication skills, with the ability to synthesize complex topics into clear, actionable messaging for diverse audiences.
Responsibilities
- Define and own the strategic vision and execution plan for the Enterprise License Agreement (ELA) business, with a focus on long-term growth and repurchase acceleration.
- Partner with executive leadership to establish clear strategic direction and business objectives aligned with broader company goals.
- Lead cross-functional initiatives across Sales, Product, Marketing, Finance, and Operations to ensure alignment and execution of GTM strategy.
- Identify product and commercial strengths, gaps, and opportunities to refine and evolve ELA value propositions and packaging.
- Develop long-range business development plans that drive customer lifetime value and repurchase behaviors.
- Build and deliver executive-level presentations and strategic recommendations using data-driven insights and market intelligence.
- Measure and monitor key performance metrics, delivering predictable forecasting and performance reporting.
- Act as the internal champion for the CDSS ELA business, guiding regional field teams and leadership on GTM priorities, messaging, and strategy.
Preferred Qualifications
- MBA or equivalent advanced degree in business, strategy, or related field.
- Experience designing and scaling Enterprise Agreement or volume-based commercial models.
- Familiarity with cybersecurity solutions and GTM dynamics.