Program Director - GTM TransformationExperience Level: Executive Level | Posted Date: 2025-04-12
** This role is based in our Santa Clara, CA headquarters and will have a hybrid working schedule of at least 3 days/week in office. **
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 take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.
As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.
Your Career
We are seeking a Program Director – Go-to-Market Transformation to lead and deliver high-impact strategic programs that accelerate our GTM evolution. You will work at the intersection of business strategy, operational excellence, and technology enablement, driving initiatives that enhance sales productivity, improve customer engagement, and streamline revenue operations.
This role will lead a portfolio of GTM initiatives spanning Sales, Marketing, Channel, Customer Success, and Revenue Operations, in close partnership with business leaders, product managers, and technical teams.
The ideal candidate has experience delivering transformational initiatives in GTM domains such as sales automation, territory and quota planning, partner ecosystems, lead-to-cash processes, or customer lifecycle management. You should be comfortable operating in ambiguity, influencing without authority, and making data-driven decisions in a fast-paced environment.
Your Impact
A. Strategic Planning
Understand and deconstruct GTM business challenges (e.g., seller experience, pipeline conversion, revenue acceleration)
Structure cross-functional workstreams to solve end-to-end GTM problems, not just tech implementations
Identify interdependencies across Sales, Marketing, Channel, Customer Success, Finance, and IT
Define business outcome-driven milestones tied to key KPIs such as sales cycle time, lead conversion rate, quota attainment, or ARR
Assess end-user (e.g., seller, partner, customer) impact and institutionalization requirements
B. Execution & Cross-functional Program Leadership
Translate strategic GTM objectives into iterative sprint plans and execution roadmaps
Lead programs across multiple business units and IT teams to deliver on time and within scope
Solve blockers proactively—beyond project tracking—by engaging across business, operations, and IT
Communicate crisply to executive stakeholders through status updates, steering committees, and structured problem-solving
Influence stakeholders across functions and levels—building empathy while driving accountability
C. Institutionalization & Change Management
Think holistically about change implications across global field teams and internal GTM functions
Partner with Sales Enablement, Field Communications, and Ops to create impactful rollout and capability-building plans
Ensure change management is embedded, including process changes, training, and support structures
D. Value Realization & Feedback Loop
Partner with GTM Ops and Analytics to track success metrics post-implementation
Continuously gather feedback from field users to iterate and improve future phases of the program
Your Experience
12 years of relevant experience post-MBA, with a strong preference for candidates with:
Experience working in management and/or technology strategy consulting (e.g., Deloitte, Accenture, PwC, Bain)
GTM program delivery experience at a large enterprise software or SaaS company
Track record of leading large-scale GTM transformations, especially in areas like CRM modernization, sales planning automation, CPQ, digital marketing operations, or partner ecosystems
Deep understanding of the GTM lifecycle: Marketing > SDR > Sales > Deal Desk > CPQ > Billing > Customer Success
Expertise in Agile methodologies and experience working with Product and IT teams
Excellent communication, narrative-building, and presentation skills—comfortable engaging C-level stakeholders
Self-starter with a growth mindset and a strong sense of ownership
Experience influencing cross-functional teams without direct authority
The Team
As part of the broader Business Transformation Office within IT, this role partners deeply with GTM leadership and functional owners to deliver programs that drive top-line growth and GTM effectiveness.
You’ll join a dynamic and collaborative team of strategic thinkers, problem-solvers, and builders who are committed to making a measurable impact across the business.
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) is expected to be between $192,000 - $251,000/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.