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.
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!
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.
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.
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!
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.
We are seeking a Director of Go-to-Market for our SMB business in SASE, with focus on Prisma Browser for Business to define, scale, and execute the growth strategy for our dedicated small and medium-sized business (SMB) products. This role is critical to capturing the 1- to 200-employee market segment, establishing Prisma Browser as the foundational secure browsing and productivity platform for growing businesses.
Your primary objective will be designing a scalable SMB go-to-market engine that leads heavily with channel partners, with a focus on smaller Managed Service Providers (MSPs). As a strategic yet deeply hands-on leader, you will not only build the operational frameworks, pricing architectures, and sales plays, but you will also roll up your sleeves to actively pitch, recruit, and close partners and integrations with platforms that provide access to MSPs.
This is a high-impact role for a player-coach who understands the nuances of SMB cybersecurity sales, knows how to drive channel profitability, and excels at turning strategic vision into tactical, day-to-day revenue execution.
Your Impact
Define SMB GTM Strategy: Establish the overarching go-to-market vision and revenue roadmap for Prisma Browser for Business, targeting organizations with 1 to 200 employees across direct and partner-led motions.
Champion the MSP Channel: Build and accelerate our channel partner ecosystem as the primary growth engine, designing programs, incentives, and commercial structures that make it frictionless and profitable for MSPs to package and sell Prisma Browser to their client bases.
Hands-On Partner & Customer Recruitment: Lead from the front by actively engaging in field sales execution—pitching, negotiating with, and onboarding MSPs, regional channel partners, and foundational SMB end-customers.
Orchestrate High-Impact Sales Plays: Develop compelling sales plays, enablement materials, and competitive messaging tailored to the SMB cybersecurity landscape, taking inspiration from successful channel motions seen in other SMB focussed cybersecurity companies.
Drive GTM Operations & Analytics: Establish macro- and micro-level metrics to monitor funnel conversion, channel velocity, customer acquisition cost (CAC), and partner lifetime value, using data-driven insights to course-correct and optimize campaign performance.
Cross-Functional Alignment: Collaborate closely with Product Management, Product Marketing, and Executive Leadership to feed channel and customer requirements back into the product roadmap, ensuring features like multi-tenant management, billing integrations, and simple deployment remain competitive.
Your Experience
10+ years of experience in Go-to-Market Strategy, Sales Leadership, or Channel Operations within B2B SaaS, cybersecurity, or enterprise IT technology.
5+ years of direct experience selling to and building channel motions for small and medium-sized businesses (1-200 employees), with deep, proven expertise in the Managed Service Provider (MSP) ecosystem.
Demonstrated track record of both framing high-level GTM strategy and executing tactically in the field to recruit partners and close commercial deals.
Strong understanding of SMB cybersecurity dynamics, including familiarity with MSP tooling (RMM, PSA) and channel partner profitability models.
Exceptional problem-solving skills with a data-first approach to analyzing market trends, competitive landscapes, and channel performance.
Strong executive presence with the ability to influence cross-functional stakeholders and translate technical browser security capabilities into compelling business outcomes for SMB owners and MSP principals.
Willingness to travel to attend key channel industry events (e.g., IT Glue, Kaseya, ConnectWise gatherings), lead partner business reviews, and support direct customer engagements.
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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$210,000.00 - $289,250.00/yr
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.
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Palo Alto Networks is a cybersecurity company that provides network security, cloud protection, and threat intelligence solutions. They serve enterprises, cloud architects, and security operations teams with Zero Trust architecture, endpoint protection, and security consulting services across hybrid and cloud environments.
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