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Palo Alto Networks Logo Palo Alto Networks · IT - Administration

Director, IT Product Management - Sales Compensation Systems

United States, Santa Clara · Job Posted June 10, 2026
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Job Description

As the Director of IT Product Management- Sales Compensation you will oversee our Sales Commissions Systems as a strategic product, focusing on delivering innovative solutions that enable complex sales plans. This role demands a blend of product management prowess and a deep understanding of sales dynamics, allowing you to set a clear vision and direction for sophisticated, scalable compensation solutions. You will tackle challenges using a first principles approach, ensuring solutions meet current needs and anticipate future industry shifts. You will collaborate closely with the Sales Operations and Compensation Operations team, ensuring the pinnacle of innovation and accuracy in all compensation matters. This role is crucial for managing the fiscal year transition and supporting the ongoing success of our sales team.

Job Responsibility

  • Lead the development and implementation of advanced sales compensation systems that support complex and dynamic sales strategies
  • Define and articulate the vision and strategic direction for sales compensation systems, ensuring alignment with the company's overarching goals
  • Employ a first principles methodology to identify and address fundamental challenges in sales compensation, driving innovation from the ground up
  • Partner strategically with Sales Operations and Compensation Operations to ensure our compensation systems enhance organizational effectiveness and efficiency
  • Lead fiscal year transitions with precision, ensuring that changes in compensation structures are seamlessly implemented and well-communicated
  • GTM Data Strategy & AI Readiness: Architect a comprehensive GTM data strategy for the commissions ecosystem, ensuring high-fidelity datasets that enable automated anomaly detection, predictive payout forecasting, and AI-driven sales performance insights
  • Rapid Prototyping: Drive a culture of 'hands-on' validation by translating complex compensation concepts into functional prototypes, allowing for the simulation of fiscal year transitions and plan changes before full-scale engineering commitment

Requirements

  • Bachelor's degree with 15 years of experience
  • or Master's degree with 12 years of experience
  • or a PhD with 8 years of experience in sales compensation, sales operations, or a related field
  • Strong understanding of sales compensation plans, systems, and territory planning
  • Demonstrated ability to think strategically and implement solutions based on a first principles approach
  • Proven ability to manage large-scale projects and transitions in dynamic environments
  • Excellent communication and interpersonal skills with a demonstrated ability to collaborate across departments and influence stakeholders
  • Experience using AI-driven coding tools or low-code environments to explore data structures and automate repetitive sales-ops workflows
  • Ability to 'see' the logic flow of a commission system and use generative tools to manifest that logic into testable models

Nice to have

  • MBA or Master's degree in a technical or business-related field
  • Experience with compensation applications, such as SAP Commissions, Anaplan, and Salesforce (SFDC)
  • Experience with Agile development methodologies (Scrum/Kanban)
  • Proven track record of using LLMs or agentic workflows to accelerate product discovery, data cleaning, or complex formula generation
  • Prior experience working in a Principal or Director-level capacity, demonstrating ownership over a significant product area
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