Sales Training and Development Manager

Company Description

Our Mission

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.

Who 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

How do you elevate a sales team from good to exceptional? You develop and deliver scalable, high-impact training programs that sharpen selling skills and drive results. In this role, you will build and facilitate training on essential sales competencies, including Value Selling, Selling to the C-Suite, Sales Presentations and Storytelling, Objection Handling, Discovery, Negotiation, Financial Acumen, and the MEDDPICC framework. 

Your Impact

• Empower sellers by strengthening their capabilities and fostering a culture of continuous learning
• Deliver engaging in-person and virtual training sessions tailored to key sales competencies.
• Assess skill gaps and align training strategies with business objectives.
• Create dynamic live training and e-learning content to reinforce best practices.
• Measure program effectiveness and refine approaches based on data-driven insights.
• Partner with internal teams and external vendors to optimize sales enablement efforts.

Qualifications

Your Experience 

• Proven experience in designing and delivering training programs for sales professionals, covering essential selling skills. 
   
• Experience designing and delivering both virtual and instructor-led training (ILT) to develop sales skills.
   
• Expertise in Value Selling, C-Suite Engagement, Storytelling, Negotiation, Discovery, and MEDDPICC.
   
• Experience developing scalable training solutions, including e-learning and blended learning programs.
   
• Hands-on experience conducting role-plays, mock pitches, and live coaching to reinforce learning.
   
• Ability to drive adoption of training through change management strategies and ongoing reinforcement.
   
• Strong executive presence and ability to influence senior stakeholders.
   
• Analytical mindset with a track record of measuring and optimizing training effectiveness.
   
• Excellent communication, relationship-building, and project management skills.
   
• Sales skills/methodology certifications (e.g., Force Management, Challenger, MEDDPICC) preferred.
   
• Understanding of enterprise sales cycles and cybersecurity sales motions is a plus.
   
• Palo Alto Networks Cybersecurity Apprentice and Cybersecurity Practitioner certifications are strongly encouraged

Additional Information

The Team

The Worldwide Shared Services team is dedicated to empowering Palo Alto Networks’ go-to-market teams through innovative solutions and strategic guidance to drive superior outcomes. We strive to equip our teams with the expertise and resources needed to make a meaningful and lasting impact with the customers we serve while achieving sales excellence. We are committed to fostering an environment where our team members can thrive, creating a culture of collaboration and knowledge sharing to drive collective growth and success.

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/commissioned roles) is expected to be between $148000 - $238500YR. 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 problem solvers that 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.