Field Engagement Director, Global Accounts Program at Palo Alto Networks

United States

<h3>Company Description</h3><p><strong>Our Mission</strong></p><p>At Palo Alto Networks® everything starts and ends with our mission:</p><p>Being the cybersecurity partner of choice, protecting our digital way of life.<br/> 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.</p><p><strong>Who We Are</strong></p><p>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.</p><h3>Job Description</h3><p><strong>Your Career</strong></p><p>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.</p><p>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. 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.</p><p><strong>Your Impact</strong></p><p>Your primary responsibilities are to build, operationalize, and actively run the programmatic elements of the Global Accounts Program:</p><p>1. Strategic Planning &amp; Field Participation:</p><ul><li><p>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. </p></li><li><p>Planning Tools &amp; Cadence: Develop, iterate on, and maintain standardized account planning materials (e.g., templates, formats, tools) used by the Global Account teams.</p></li><li><p>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.</p></li><li><p>Strategy Translation: Work closely with the RVP to translate the Global Accounts Program strategy into actionable, measurable, and tactical execution plans for the field.</p></li></ul><ul><li><p>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.</p></li></ul><p>2. Program Enablement &amp; Benefits Delivery:</p><ul><li><p>Enablement Strategy: Partner with Sales Enablement and Training to plan and resource comprehensive enablement initiatives that ensure global compliance with the new program model.</p></li><li><p>Process Adoption: Drive the consistent adoption of all program-related tools and standardized processes required to effectively engage with and support global clients.</p></li><li><p>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.</p></li><li><p>Coordinate and improve benefits development: solicit and intake feedback to improve client servicing benefits and associated programs.</p></li></ul><p>3. Enablement, development, and Field Marketing Events for Clients and Global Account Teams:</p><ul><li><p>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.</p></li><li><p>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</p></li></ul><p>You will also engage closely with your counterpart, the Director of Program Development to help ensure they are successful in their responsibilities  (20%):</p><p>1. Program Operational Design &amp; Execution:</p><ul><li><p>Design and Operationalize: Lead the development, documentation, and active implementation of the Global Accounts Program operating model, governance structure, and core policies.</p></li><li><p>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.</p></li><li><p>Account Selection &amp; Quota Process: Operate and manage the annual and quarterly operational processes for account nomination, selection, and quota setting, ensuring consistency and executive alignment.</p></li></ul><p>2. Governance, Reporting &amp; Analytics:</p><ul><li><p>Performance Management Infrastructure: Design, implement, and own the framework for tracking program activity, performance measurement, and effectiveness metrics (program efficacy).</p></li><li><p>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.</p></li><li><p>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.</p></li></ul><p> </p><h3>Qualifications</h3><p><strong>Qualifications</strong></p><p>Your Experience</p><ul><li><p>Field Engagement: Demonstrated experience working directly with sales teams to support account planning and strategy implementation in a programmatic context.</p></li><li><p>Cross-Functional Collaboration: Extensive experience building strong relationships and driving alignment across diverse global and internal teams (Sales, Finance, Legal, Enablement, etc.).</p></li><li><p>Strategic &amp; Operational Balance: Proven experience in operating at a strategic level (planning, design) while maintaining a focus on execution and operational rigor (process, enforcement, reporting).</p></li><li><p>Industry Knowledge (Preferred): Knowledge of the cybersecurity industry and the complexity of large-scale deployments across global organizations is a plus.</p></li><li><p>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.</p></li><li><p>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.</p></li><li><p>Travel: Willingness to travel globally as needed to support program build-out, planning, and operational alignment. (Estimated travel up to 25-50%).</p></li></ul><h3>Additional Information</h3><p><strong>The Team</strong></p><p>Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security. As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.</p><p><strong>Compensation Disclosure</strong></p><p>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 $0 - $0/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found <a href="http://benefits.paloaltonetworks.com/">here</a>.</p><p><strong>Our Commitment</strong><br/> <br/> 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.</p><p>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  <a href="mailto:accommodations@paloaltonetworks.com">accommodations@paloaltonetworks.com</a>.</p><p>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.</p><p>All your information will be kept confidential according to EEO guidelines.</p>