GTM Programs Manager

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!

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.

Job Summary

Job description: The GTM Programs team is responsible for operationalizing Idira’s commercial strategy through high-impact, scalable go-to-market programs. We are the commercial execution engine, translating strategic revenue priorities into repeatable programs that drive business growth by aligning program design, incentives, playbooks, execution, and governance across the GTM organization.

The GTM Program Manager is a highly visible, execution-oriented strategic operator who owns the end-to-end lifecycle of our most important revenue acceleration opportunities across the JAPAC region. Operating as a critical generalist, this role orchestrates a diverse portfolio of strategic plays—such as competitive takeouts, SaaS modernizations and big-deal acceleration. This role partners closely with JAPAC Sales Leadership, Strategy, Revenue Operations, Compensation, Enablement, Deal Desk, and Channel teams to ensure global programs are localized, operationally sound, adopted by the field, and delivering outsized commercial impact in the region.

Responsibilities:

• End-to-End JAPAC Execution: Own the rollout, execution, and optimization of a broad portfolio of GTM programs (e.g., Competitive Displacement, Net New Acceleration, SaaS Modernization, Big Deal Execution) across the JAPAC region, ensuring clear impact on commercial results.
• Commercial Strategy & Incentives: Architect and deploy regional GTM levers, including localized incentives, customer offers, and target account strategies to maximize seller participation and win rates.
• Sales Rigor & Deal Acceleration: Institute value-led selling frameworks, enforce Account Strategy Reviews, and partner with sales leadership and regional SMEs to unblock complex, multi-million-dollar strategic opportunities.
• Data-Driven Optimization: Leverage product usage telemetry, AI, and market intelligence to identify high-propensity accounts and guide seller workflows.
• Cross-Functional Governance: Act as the connective tissue across the JAPAC matrix. Own regional program reporting and governance and translate raw data into field actions that drive sales outcomes.
• Regional Localization: Adapt global GTM frameworks to meet the specific cultural, operational, and maturity nuances of diverse JAPAC markets (e.g., Japan localization requirements, ANZ enterprise dynamics). Ensure strong execution across direct sales, specialists, ecosystems and other cross-functional teams.

Job requirements:

• 7+ years of SaaS/Tech industry experience in GTM Strategy, Sales/Revenue Operations, Enablement, commercial programs, or related strategic execution roles.
• Deep understanding of the JAPAC enterprise software market, sales cycles, compensation structures, and matrixed field dynamics.
• Strong analytical capability with hands-on experience using AI-powered analytics, data workflows, and modern intelligence tools to rapidly synthesize complex business metrics into actionable business insights.
• Results-oriented, strategic thinker who excels at helping sellers "cross the chasm" from current state to future state.
• Elite communication and stakeholder management skills; demonstrated success influencing senior sales leaders (AVPs/RVPs), Product Management, and Executive Sponsors without direct authority.
• Creative, high-energy, entrepreneurial self-starter who thrives in cross-functional collaboration and is comfortable navigating the ambiguity of disruptive innovation.

Qualifications

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 [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.

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