Director, Global Accounts Program

Director, Global Accounts Program

At Palo Alto Networks everything starts and ends with our mission : Being the cybersecurity partner of choice, protecting our digital way of life. 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.

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Job Description

As the 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.

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.

Your primary responsibilities are to build, operationalize, and actively run the programmatic elements of the Global Accounts Program :

• Program Operational Design & Execution :
• Design and Operationalize : Lead the development, documentation, and active implementation of the Global Accounts Program operating model, governance structure, and core policies.
• 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.
• Account Selection & Quota Process : Operate and manage the annual and quarterly operational processes for account nomination, selection, and quota setting, ensuring consistency and executive alignment.
• Strategic Planning & Field Participation (NEW EMPHASIS) :
• Planning Tools & Cadence : Develop, iterate on, and maintain standardized account planning materials (e.g., templates, formats, tools) used by the Global Account teams.
• 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.
• Strategy Translation : Work closely with the RVP to translate the Global Accounts Program strategy into actionable, measurable, and tactical execution plans for the field.
• Manage periodic day-to-day account team issues seeking redress and opportunities for process improvement. This will encompass problem review, support for resolution or escalation, and systematic tracking of issues to identify trends and inform program refinement based on the frequency and nature of resolutions.
• Governance, Reporting & Analytics :
• Performance Management Infrastructure : Design, implement, and own the framework for tracking program activity, performance measurement, and effectiveness metrics (program efficacy).
• 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.
• 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.
• Program Enablement & Benefits Delivery :
• Enablement Strategy : Partner with Sales Enablement and Training to plan and resource comprehensive enablement initiatives that ensure global compliance with the new program model.
• Process Adoption : Drive the consistent adoption of all program-related tools and standardized processes required to effectively engage with and support global clients.
• 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.

Qualifications

Your Experience :