Principal, LatAm GTM Strategy & Ops

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Our Business organization, led by our President, is the heart and soul of Palo Alto Networks with 7K+ employees spread across Direct Field Sales, Routes-to-Market, Service Delivery and Shared Capabilities. The Business organization not only covers all global selling activities but also leads cross-functional projects in partnership with our Product, Marketing, Finance, and People teams to accelerate our top-line. Our GTM Strategy team tackles the most mission-critical and challenging initiatives in the Business organization all in the effort to deliver industry-leading growth. This team rolls up to our SVP, Strategy and Business Operations and will have unprecedented access to our CEO, President and GTM leadership. We work on projects that move the needle, have major C-level “pull” and impact the company’s overall trajectory. Over time, we expect “graduates” from our GTM Strategy team to take on high-profile leadership roles across the Business and the company. We commit to coaching and supporting you on your journey.

Your work as a Strategy Principal will directly and visibly contribute to Palo Alto Network’s GTM strategy and top-line growth. You will work directly with our global leader for GTM Strategy, our President for LATAM, and his leadership team to solve complex strategy & business operations problems ranging from supercharging direct sales to nurturing new routes-to-market to evolving our operating model for LATAM. We expect our Principals to work collaboratively to gather and analyze information, formulate and test hypotheses, independently lead problem-solving, develop and package recommendations for presentation to management, drive and support execution and manage a broad set of senior x-functional stakeholders.

Your Impact

Work closely with our GTM leaders to develop and architect our cohesive GTM strategy and ongoing transformation - This involves proactively identifying, prioritizing and scoping GTM initiatives across direct sales, ecosystems/RTMs & shared services

Combine your core strategy toolkit (framing/structure, hypothesis-driven approach, data-driven insight, best practices, etc.) with business judgment to directly lead and deliver major GTM and business operations initiatives for LATAM

Act as an advisor and sounding board for our senior GTM leaders as they consider GTM acceleration efforts, strategic org choices or any other strategically critical decisions

Drive complex x-functional efforts for the company ranging from material GTM model changes to acceleration of our LATAM business to major cultural change across the organization

Work x-functionally with other strategy teams, business operations, finance, IT, and other groups to drive critical efforts through to operationalization and the actual outcomes

Lead and support strategic GTM presentations for E-Staff, Board of Directors, and others on behalf of our GTM leaders

Drive change across the organization and be willing to wear multiple hats (strategy development, project management and execution) to do it what it takes to “move the needle”

Be a Player-Coach that raises everyone’s capabilities around you

Qualifications

Required direct experience in-top-tier consulting at the Principal / Associate Partner level (McKinsey, Bain, BCG, Deloitte, etc.), private equity or top-tier tech strategy or “bizops” functions (Google, Meta, Amazon, etc.)

MBA graduate from a top-tier B- school or similar academic credentials or “direct promote” in Consulting

Strong business skills and GTM/operations knowledge - Must have deep understanding of typical enterprise tech business models and GTM strategies across multiple disciplines including Field Sales, Indirect Sales, Shared Services, Marketing, etc.

A track record of consistently developing and executing integrated GTM strategies to deliver excellent results, even in challenging and ever-changing environments

Leadership ability with experience leading multiple strategy teams and efforts simultaneously. Large-scale transformation experience is a plus

Executive presence and ability to engage with senior leadership in a constructive and collaborative manner and experience driving decisions and outcomes through influence

Willingness to go beyond ‘paper strategy’ in order to support outcome realization

Self-starter who wants to own and deliver the outcome

The Team

The Strategy team works at the heart of Palo Alto Networks. The team tackles cross-functional strategic initiatives across all parts of our global organization and across all Functions. We take on the most challenging and mission-critical initiatives to drive and support our industry-leading growth and overall trajectory. We work on projects that have C-Level sponsorship and are trusted partners to all our senior executives at Palo Alto Networks.

We are a meritocratic, flat, tight-knit team with a supportive, learning-oriented culture that enables our team members to thrive. The opportunity for further growth either within the strategy team or elsewhere in the business is encouraged, and you will be supported with professional development and training to achieve your goals and longer-term ambitions.

Our Commitment

We’re trailblazers that dream big, 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 required accommodations for all Persons with Disabilities.

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, disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

This job opening is part of a pipeline initiative designed to build interest of Persons with Disabilities (PwD) for employment opportunities at Palo Alto Networks. Therefore, only candidates who identify as Persons with Disabilities (PwD) will be considered for this position.

Please submit your resumé in English, as we are only able to consider applications received in this language.

Our Commitment

We’re trailblazers that dream big, 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 accommodations@paloaltonetworks.com .

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.