Sr. Principal Program Manager (Quoting Transformation)

Your Career
The Sr. Principal Program Manager (Quoting Transformation) will lead large-scale, enterprise initiatives that modernize and scale the company’s global quoting ecosystem. This role sits at the intersection of Sales, Sales Operations, Finance, Product, and IT, and is accountable for driving end-to-end transformation across CPQ, pricing, approvals, deal desk, and quote-to-order handoffs.

This is a senior, hands-on delivery leadership role requiring deep domain expertise in quoting and commercial operations, combined with the ability to orchestrate complex, multi-year programs that directly impact revenue velocity, margin, and customer experience.

Your Impact

Quoting & Commercial Domain Leadership

• Serve as the program owner for enterprise quoting transformation across:

  • CPQ platforms and configuration models
  • Pricing, discounting, and approval workflows
  • Deal desk operations and exception handling
  • Quote accuracy, compliance, and auditability
  • Quote-to-order and downstream ERP/Revenue handoffs

• Act as a trusted thought partner to Sales Ops, Finance, and Product leaders on:

  • Simplifying commercial constructs
  • Standardizing deal flows
  • Reducing friction in high-value and complex deals.

Program & Delivery Leadership

• Lead multi-workstream transformation programs spanning:

  • Process redesign
  • Platform modernization
  • Data and reporting enablement
  • Change management and field adoption

• Own end-to-end execution across:

  • Scope, roadmap, milestones, risks, dependencies
  • Executive-level reporting and governance
  • Cross-functional alignment and decision velocity
  • Drive disciplined delivery while operating comfortably in ambiguity and evolving business priorities.

Business Impact & Outcomes

• Influence and drive measurable improvements across the quoting ecosystem, including:

  • Reduced quote cycle time and approval latency
  • Improved deal velocity and conversion rates
  • Increased pricing consistency and margin protection
  • Fewer downstream order, billing, and revenue issues
  • Better field and partner experience

• Translate strategy into execution by connecting:

  • Commercial goals → operating model → systems → delivery roadmap.

• Partner with Sales, Finance, and Product leaders to shape decisions and priorities that enable these outcomes.

Stakeholder & Executive Engagement

• Partner closely with:

  • Sales, Sales Ops, Deal Desk
  • Finance (RevOps, Revenue Accounting, Pricing)
  • Product Management
  • IT & Enterprise Architecture

• Lead executive forums (SteerCo, OpCo) to:

  • Drive decisions on priorities, scope tradeoffs, and investment
  • Align leaders on transformation sequencing and outcomes.

Qualifications

Your Experience 

• 15+ years in program, product, or transformation leadership roles
• Significant experience leading quoting, CPQ, or commercial operations transformations in complex enterprise environments
• Proven track record delivering large-scale GTM or Quote-to-Cash initiatives impacting revenue and margin

Domain Expertise

• Strong understanding of:

  • CPQ platforms (e.g., Salesforce CPQ, Oracle CPQ, Apttus/Conga, etc.)
  • Pricing and discount governance
  • Deal desk and exception workflows
  • Quote-to-order, order-to-cash, and revenue recognition dependencies

• Ability to connect quoting design decisions to:

  • Sales productivity
  • Financial controls
  • Customer and partner experience.

Leadership & Execution

• Executive-presence communicator who can:

  • Influence without authority
  • Navigate strong opinions across Sales, Finance, and IT
  • Drive alignment in high-stakes, high-visibility programs

• Comfortable operating as:

  • Strategic thinker at the exec level
  • Detail-oriented operator in delivery forums.

Must be local to SF Bay area

Additional Information

The Team

You will be part of a growing, passionate, and dynamic team with an opportunity to work on challenging and exciting projects — centered on what we believe is one of the most significant mission statements in the world. We also strive to be the most people-centric company ever! That means we’re constantly working to make your experience amazing, and you are part of the team breaking boundaries of what the workplace can be!

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 $193000 - $263500/YR. 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.

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

About the Company

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 believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.