Field Engagement Director, Palo Alto Networks
Global Accounts Program
Leading cybersecurity protections and software platform
Be an early applicant
Leading cybersecurity protections and software platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- This role requires a deep focus on establishing the infrastructure for success, ensuring strategic alignment, operational efficiency, and a consistent global experience for our most strategic clients
- Field Engagement: Demonstrated experience working directly with sales teams to support account planning and strategy implementation in a programmatic context
- Cross-Functional Collaboration: Extensive experience building strong relationships and driving alignment across diverse global and internal teams (Sales, Finance, Legal, Enablement, etc.)
- Strategic & Operational Balance: Proven experience in operating at a strategic level (planning, design) while maintaining a focus on execution and operational rigor (process, enforcement, reporting)
- Industry Knowledge (Preferred): Knowledge of the cybersecurity industry and the complexity of large-scale deployments across global organizations is a plus
- Program Management Expertise: Direct, hands-on experience in both designing and actively running complex, global sales or strategic accounts programs, including defining operational models, governance, and rules of engagement
- Sales/Program Analytics: Proven ability to define and generate comprehensive reporting and create data-driven analyses to gain insights into weekly, monthly, and quarterly program execution
- Travel: Willingness to travel globally as needed to support program build-out, planning, and operational alignment. (Estimated travel up to 25-50%)
What the job involves
- As the Field Engagement Director, Global Accounts Program, you will be a pivotal leader responsible for the design, build-out, and ongoing execution of the strategic framework for the Global Accounts Program
- Reporting to the RVP of Global Account Sales, you will translate the program’s executive vision into concrete, scalable, and measurable program elements, and then drive their adoption and operational fidelity across the global organization
- You will work cross-functionally to define, implement, and run the rules of engagement, governance models, and reporting standards that underpin the RVP’s mission to drive significant growth and deep customer adoption within the global account base
- Your primary responsibilities are to build, operationalize, and actively run the programmatic elements of the Global Accounts Program
- Coordinating our Field Engagement and Internal Program Development Rhythm of our Business: Ensure we are actively tracking progress against GAP goals and implementing a cadence of operations within the team and the Field
- Planning Tools & Cadence: Develop, iterate on, and maintain standardized account planning materials (e.g., templates, formats, tools) used by the Global Account teams
- Active Account Engagement: Actively participate in strategic account planning sessions with the Global Account teams to guide their use of the program’s planning framework, ensure strategic alignment, and enforce program rules
- Strategy Translation: Work closely with the RVP to translate the Global Accounts Program strategy into actionable, measurable, and tactical execution plans for the field
- Manage day-to-day Field and account team issues seeking redress and opportunities for process improvement
- Understanding Field issues and developing systems that address these issues through the use of program resources to enable better field engagement
- This will encompass problem review, support for resolution or escalation, collaboration with the Program Manager to collaborate on developing a systematic tracking of issues to identify trends and inform program refinement based on the frequency and nature of resolutions
- Enablement Strategy: Partner with Sales Enablement and Training to plan and resource comprehensive enablement initiatives that ensure global compliance with the new program model
- Process Adoption: Drive the consistent adoption of all program-related tools and standardized processes required to effectively engage with and support global clients
- Benefits Oversight: Operationalize the defined program benefits for clients and establish the process to oversee the consistent and effective delivery of these benefits, including support for deployment and adoption
- Coordinate and improve benefits development: solicit and intake feedback to improve client servicing benefits and associated programs
- Work with Field Marketing and CAB teams to develop events unique for the GAP: Determine the viability of programs such as GAP Client Advisory Boards and Annual Summit type of events
- Determining suitable internal and client Enablement: collaborate with various cross-functional teams to determine which skills development, training and enablement programs would work within the GAP framework
- You will also engage closely with your counterpart, the Director of Program Development to help ensure they are successful in their responsibilities (20%):
- Design and Operationalize: Lead the development, documentation, and active implementation of the Global Accounts Program operating model, governance structure, and core policies
- Program Rules of Engagement (ROE): Establish, communicate, and enforce clear, global Rules of Engagement (ROE) and escalation procedures for Global Account teams, regional sales, channel partners, and overlay organizations
- Account Selection & Quota Process: Operate and manage the annual and quarterly operational processes for account nomination, selection, and quota setting, ensuring consistency and executive alignment
- Performance Management Infrastructure: Design, implement, and own the framework for tracking program activity, performance measurement, and effectiveness metrics (program efficacy)
- Program Reporting: Create and manage comprehensive reporting dashboards and analytical insights specifically focused on the program's execution, health, and strategic alignment, providing data-driven recommendations to the RVP and senior leadership
- QBR/Planning Facilitation: Structure, organize, and drive the cadence for regular Quarterly Business Reviews (QBRs) and Global Account planning workshops, ensuring high-quality input and outputs
Our take
With cyber threats evolving at lightening speed, businesses need robust solutions to protect their data and infrastructure. And the global cybersecurity market is projected to grow significantly, driven by increasing cyberattacks and the adoption of digital transformation initiatives. Because of this, companies are seeking security platforms that can address these challenges efficiently.
That's where Palo Alto Networks steps in, a frontrunner in the cybersecurity arena. It offers a suite of AI-powered security solutions designed to safeguard enterprises across various sectors. Its platforms, such as Cortex XSIAM and Prisma AIRS, integrate advanced threat detection, zero trust architecture, and real-time response capabilities so organizations are ready to manage and mitigate risks.
Its leadership is evident too, with impressive growth and strategic partnerships. Recently the company surpassed $1.5M in sales through the Google Cloud Marketplace, highlighting the demand for its innovative security solutions. Additionally, a collaboration with AT&T aims to enhance cybersecurity offerings, further solidifying its position in the market.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2022
$34m
SERIES A
May 2022
$11m
SEED
Total funding: $45m
Company benefits
- Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
- Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
- Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
- Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
- Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
- Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day. Life at Palo Alto Network
Company HQ
Santa Clara, CA
Leadership
Nikesh Arora
(CEO & Chairman)Previously the President and COO at SoftBank, CBO at Google, and CMO at T-Mobile.
Nir Zuk
(Founder & CTO)Previously CTO at NetScreen Technologies, which was acquired by Juniper Neworks in 2004. They also co-founded OneSecure where they served as CTO and was the Principal Engineer at Check Point Software Technologies.
Lee Klarich
(CPO)Initially joined Palo Alto in 2006 as the EVP of Product Management and became CPO in 2018. Prior to this, they were the Director of Product Management at Juniper Networks and a Product Line Manager at NetScreen Technologies.
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