Principal, Quantum & NGTS GTM Strategy - Public Sector

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!

Job Summary

We are looking for a Principal, Quantum and NGTS GTM Strategy who will embody the PANW vision and culture, leading the rapid growth strategies and GTM execution for two pivotal solutions, Quantum Safe Security and Next Generation Trust Security,  at the forefront of the Crypto Transformation we are undergoing. A successful candidate is one who thrives in a fast and collaborative environment and has a proven track record of leveraging innate technical skills, business acumen, cross-functional engagement and executive presence to drive growth in the SaaS, Certificate Lifecycle Management, or Post-Quantum Readiness market.

Your Impact

• Develop and execute a comprehensive multi-year GTM strategy tailored to Public Sector regulatory and compliance environments. 

• Build and cultivate strategic executive-level relationships with key stakeholders in government and public sector accounts.

• Work in conjunction with the Global NGTS and Quantum GTM Strategy leaders to effectively position the Quantum and NGTS solutions to US Public Sector customers across Federal, SLED, and Municipal markets.

• Partner with our Public Policy and Government Affairs Legal teams to stay ahead of changes in the market impacting our customers as it relates to Post Quantum Readiness and Crypto Agility solutions. 

• Act as an internal subject matter expert and evangelist for Quantum and NGTS initiatives, influencing product roadmap based on Public Sector market feedback.

• Develop and deliver scaled, technical sales training on our Quantum and NGTS solutions for Public Sector sales leaders.

• Identify and pursue high-potential accounts, collaborating closely with sales teams to discover, pitch, and solution our Quantum and NGTS solution

• Partner with our Domain Consultants to deliver technical proof-of-value engagements that  showcase the Quantum and NGTS solution efficacy

• Support sales teams with negotiations and closure of Quantum and NGTS deals each quarter

• Work cross functionally across Product, Marketing, Sales, and Channel to drive Quantum and NGTS strategies and sales programs in the Public Sector 

• Drive predictable pipeline and forecasting through measurement and reporting discipline

Qualifications

Required Qualifications

• 12+ years of experience in Corporate Strategy, Go-To-Market Strategy, or Top-Tier Management Consulting (e.g., Bain, BCG, McKinsey) with 10+ years of experience in GTM leadership roles within the Public Sector/Federal technology landscape.

• Deep understanding of government procurement cycles, contracting vehicles (e.g., GSA, IDIQ), and compliance standards (e.g., FedRAMP, IL5, FIPS).

• Proven ability to lead cross-functional "tiger teams" to navigate complex, large-scale deal closures.

• Leadership: Proven experience in influencing sales teams and managing projects in the cybersecurity domain

•  Go-To-Market (GTM) Strategy: Experience in developing and executing GTM strategies for high-priority products, including market analysis, product positioning, and customer engagement

• Compliance Expertise: Preference for deep understanding of compliance systems, protocols, and security challenges

• Sales Support: Preferred experience collaborating with sales teams to create Bills of Materials (BOM) and assist in deal negotiations, ensuring security requirements are met in customer solutions

• Excellent Communication: Ability to convey complex security concepts to both technical and non-technical stakeholders

• Technical Brilliance: High familiarity with SalesForce, Tableau, Google Apps for Work

Preferred Qualifications

• Cybersecurity Industry experience, especially in Cryptographic Security is preferred but not required 

Compensation Disclosure

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.

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  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.