• Proactively identify, prospect, and develop new strategic accounts within the assigned territory through inbound and outbound sales activity • Conduct customer discovery to understand business objectives, technical requirements, operational challenges, and decision-making processes • Own the full sales cycle, including prospecting, qualification, solution presentations, demonstrations, objection handling, negotiations, and closing • Build and maintain strong relationships with technical influencers, procurement leaders, quality professionals, and executive stakeholders • Lead customer presentations and technical solution discussions in partnership with sales engineers, product specialists, and service teams • Collaborate with marketing, product management, customer success, and service teams to support account growth, customer retention, and upsell opportunities • Maintain accurate CRM records, manage pipeline activity, and deliver consistent revenue forecasts • Communicate relevant market trends, competitive activity, and regulatory considerations, including GxP, FDA 21 CFR Part 11, and applicable ISO standards • Represent the voice of the customer internally by sharing market feedback, product needs, and improvement opportunities

• Support day-to-day operations of key commercial platforms • Collaborate with stakeholders to define detailed requirements • Conduct testing and manage software releases • Resolve operational issues to ensure platform reliability

• Drives strategic sales initiatives for assigned region • Optimizes Relation’s sales processes to achieve and exceed organizational goals • Leads the development and execution of sales strategies • Fosters producer success and ensures alignment with company objectives • Oversees the deployment of sales tools and technologies • Conducts in-depth analysis of sales processes to identify opportunities for innovation • Establishes and monitors key performance indicators (KPIs) • Collaborates with IT and other stakeholders to evaluate, select, and deploy sales tools • Fosters a collaborative environment to enhance cross-functional initiatives • Oversees training programs for sales teams • Ensures compliance with industry regulations and ethical standards

Role Description The GTM Operations Program Manager plays a critical role in delivering our next phase of growth as a part of the Palo Alto Networks’ Idira GTM organization. You will manage a portfolio of strategic projects to improve the efficiency of the GTM team, including orchestrating our GTM planning process and the evolution of our GTM Engagement Model and subsequent process and systems changes. This role reports to the Senior Director of Revenue Operations, working closely with the Revenue Operations leaders, Sales, Customer Success, IT, Finance, and other stakeholders. - Project manage a portfolio of strategic GTM projects from inception to successful rollout, including Annual Strategic Planning, GTM Engagement Model, and other key programs. - Provide regular updates to key stakeholders on the status of each portfolio project, including insights into status, timeline, roadblocks, and challenges. - Work cross-functionally with key stakeholders and SMEs to establish clear and thorough business requirements. - Standardize and lead regular status updates to drive successful and on-time program completion. - Liaison between Revenue Operations leadership and key stakeholders to ensure successful project completion, on time and within budget. - Collaborate with various teams and stakeholders to design and support the rollout of change management requirements including communications, training, and enablement. - Solve complex operational challenges while balancing desired business outcomes and technical feasibility. Qualifications - Compensation offered for this position will depend on qualifications, experience, and work location. - Starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be in the range of $99,000.00 - $160,500.00/yr. - Offered compensation may also include restricted stock units and a bonus. Requirements - 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. - All qualified applicants will receive consideration for employment without regard to legally protected characteristics. Benefits - All your information will be kept confidential according to EEO guidelines.