Director, Ecosystem Sales Operations

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

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

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Your Career

Palo Alto Networks is seeking a thought leader and results-driven Director of Ecosystem Sales Operations & Transformation to lead the strategic and operational initiatives for our rapidly scaling Ecosystems business. This role is the critical link between our strategic Go-To-Market (GTM) objectives and the operational reality for our Distributors, Value-Added Resellers (VARs/Partners), Global System Integrators (GSIs), Service Providers (SPs), Independent Software Vendors (ISVs), Managed Security Service Providers (MSSPs) and Cloud Service Providers (CSPs).

The Director will be responsible for defining and executing a roadmap that dramatically improves the Partner and Seller Experience, driving business transformation, process efficiency, and accelerating revenue through all indirect routes-to-market.

Your Impact

• Business Transformation & Strategy: Own the strategic roadmap for operationalizing new GTM motions (e.g., consumption models, managed services, platform selling) within the channel ecosystem, translating high-level strategy into tangible, scalable operational processes.

• Ease of Doing Business: Define, measure, and relentlessly drive initiatives to improve the Partner and Seller Experience and dramatically shorten deal cycles across all partner types (Disti, Partner, GSI, SP, ISV, MSSP).

• Process & Tool Design: Lead the end-to-end design, optimization, and implementation of critical channel processes and systems (e.g., Salesforce, PRM, CPQ, Analytics), ensuring all solutions are designed for scale, data integrity, and automation.

• Cloud Marketplace Acceleration: Serve as the operational expert for CSP Marketplace integration (AWS, Azure, GCP), designing the necessary processes, systems, and financial reconciliation workflows to facilitate seamless, scalable transaction flow for both partners and customers.

• Operational Excellence: Lead a rigorous approach to process analysis, identifying bottlenecks in the deal-to-cash lifecycle for channel transactions and implementing automation to minimize manual bookings, approvals, and error rates.

• Cross-Functional Leadership: Act as the primary operational liaison, aligning Ecosystem Leadership, Global Sales Operations, Finance, IT, Legal, and Partner Program teams to ensure consistent policy enforcement and streamlined workflows globally.

Your Responsibilities 

Strategic Process Ownership & Design

• Define the ideal-state operational flow for the entire channel ecosystem, focusing on reducing friction in Deal Registration, Quoting, Ordering, and Incentive/Rebate management.

• Spearhead the design and deployment of operational changes required to enable consumption-based and SASE motions through channel partners and service providers.

• Develop clear, simple, and globally consistent policies and Standard Operating Procedures (SOPs) that govern channel transactions and reduce the need for manual exceptions.

Systems & Data Integrity

• Partner with IT to prioritize and manage the backlog of channel-related system enhancements within Salesforce, PRM, and other internal tools.

• Establish KPIs and dashboards to continuously monitor partner operational health, data quality, and the effectiveness of new process deployments.

Performance & Enablement

• Measure the operational impact of all transformation initiatives, specifically tracking improvements in:

  • Deal Cycle Time (Lead-to-Order)

  • Partner Helpdesk/Escalation Volume

  • Data Quality & Compliance Rates

• Collaborate with Sales Enablement to create and deliver world-class training and documentation on all new processes and tools for the internal sales team and external partners.

Your Experience 

• 10+ years of progressive experience in Sales Operations, Channel Operations, or Business Transformation within a high-growth SaaS, Cybersecurity, or Enterprise Technology company.

• Proven track record of leading complex, cross-functional business transformation projects that resulted in measurable improvements to the sales cycle or partner experience.

• Preferably, strong knowledge of CRM (Salesforce) and Partner Relationship Management (PRM) systems, with aptitude for simplifying complex processes within those platforms.

• Exceptional analytical, presentation, and communication skills, with the ability to influence C-level executives and build consensus among global, matrixed teams.

• Bachelor's degree in Business, Finance, or a related technical field; MBA or equivalent advanced degree preferred.

The Team

Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers to help them understand how our products can secure their environment. This is where our sales operation teams come in. 

Our Sales Operation Team members support our sales account managers and systems engineers to assist in large organization’s migrations to more cybersecurity. Sales operations work behind the scenes to make sure that our sales relationships run smoothly, enabling and empowering the teams across the world. As part of our sales operations, you support the sales team by providing research, reports, and craft and support systems and processes that enable the process of sales. You are committed to your team’s success – and enjoy pitching in to assist when it comes to solutions selling, learning, and development. It’s a true partnership, one built on building the best cybersecurity solutions for each individual client.

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 $200,000 - $262,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  [email protected].

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.