Principal, Business Development

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

We are looking for a Director,  Software Firewall GTM. This individual contributor leader will define and lead the strategic vision, execution, and performance of new product capabilities released in this portfolio. 

You will work closely with senior leadership to establish long-term strategic objectives, identify key business opportunities, and drive cross-functional alignment across Product, Sales, Marketing, and Operations. The ideal candidate is a strategic leader with deep cybersecurity experience, strong executive presence, and a passion for developing scalable growth strategies in fast-paced environments.

Your Impact

• Define and own the strategic GTM vision and execution plan for new Software Firewall use cases, with a focus on building out the growth plan to scale these capabilities in the market.

• 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 the product value propositions and packaging.

• 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.

Your Experience

• 12+ years of experience in Sales Leadership, Go-To-Market Strategy, or related roles in the technology sector.

• 7+ years of experience leading large-scale strategic initiatives, ideally within SaaS, B2B tech, cybersecurity, or enterprise software. (Highly Preferred Network Security Background / Experience)

• Strong executive presence with a proven ability to influence cross-functional teams and drive decision-making at senior levels.

• 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.

• Ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions

• Ability to conduct travel up to 30% of the time across the region

Preferred Qualifications

• MBA or equivalent advanced degree in business, strategy, related field or military experience. 

• Familiarity with cybersecurity solutions and GTM dynamics.

The Team

We work hand in hand with organizations around the world as they move to a more secure environment. As part of the Business Development team, you find and create opportunities, forming relationships with organizations seeking a trusted partner.

You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development.

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 $147000 - $237500/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.