Senior Sales Training & Methodology Lead

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

Your Career

How do you elevate a sales team from good to exceptional?

You build it. You deliver it. You own it.

We’re launching a new initiative to deepen core selling capabilities across our global salesforce—and we’re looking for a seasoned trainer to lead the charge. In this role, you’ll build and deliver a sales skills training program—focused on sales methodologies like MEDDPICC and Value Selling—virtually and in person, driving confidence, consistency, and measurable results.

If you’re ready to build something from the ground up and influence how we sell at scale, we want to meet you.

Your Impact

• Own the design, development, and execution of Palo Alto Networks’ global sales skills training program.

• Deliver live and virtual sessions that build confidence and elevate selling effectiveness across teams.

• Lead front-of-room training workshops that cover foundational sales competencies: Value Selling, C-Suite Engagement, Objection Handling, Storytelling, Discovery, Negotiation, Financial Acumen, and MEDDPICC.

• Train and coach sellers through immersive exercises like role-plays, deal clinics, and mock presentations.

• Create scalable content, including facilitator guides, interactive tools, e-learning modules, and blended learning paths.

• Assess skill gaps and align training strategies with business priorities and sales motions.

• Measure and optimize program effectiveness through feedback, performance data, and learner engagement.

• Partner across teams—from sales leadership to field enablement and external vendors—to ensure consistency and adoption.

Qualifications

Your Experience 

• 8+ years of experience designing, building, and delivering enterprise-level sales training programs, with a proven track record of delivering skills-based training programs (e.g., discovery, negotiation, executive conversations, objection handling, MEDDPICC).
   
• Demonstrated success leading virtual and in-person training for senior-level sellers across regions.
   
• Deep understanding of sales methodologies such as MEDDPICC, Challenger, Value Selling, or Command of the Message.
   
• Strong presence and communication skills; confident presenting to large audiences and executive-level sellers.
   
• Skilled in coaching, behavioral reinforcement, and applying real-world selling scenarios in training.
   
• Ability to drive adoption through strategic enablement and ongoing reinforcement.
   
• Familiarity with enterprise B2B sales cycles; cybersecurity or SaaS background is a plus.
   
• Certified trainer in recognized sales methodologies (e.g., Command of the Message, MEDDPICC, Challenger) strongly preferred.
   
• 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.

#LI-BA2

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  [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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.