Our mission at Palo Alto Networks is to be the cybersecurity partner of choice, protecting our digital way of life.
We envision a world where each day is safer and more secure than the one before. We're committed to shaping the future of cybersecurity with innovators who share our passion.
Our Approach to Work
We prioritize flexibility and choice in all our people programs. We've disrupted traditional views by offering personalization and allowing employees to choose what works best for them, from well-being support to growth and development.
Job Description
This key regional role provides theatre leadership and sits as part of the regional management teams carrying the Cortex quota and ensuring the Cortex business health for respective areas.
As a primary Cortex business partner, you'll work closely with AVP's (Area Vice Presidents) and the Cortex VP to develop and drive Cortex sales plays and programs relevant for respective areas.
Your Impact
* Customer Activities and External Exposure
o Large Nascent deals: Ensure correct positioning of use cases and deliver value proposition. Manage key sales stages in the sales cycle for these deals.
o External Event Participation: Represent Palo Alto Networks' strategy in SOC transformation at EBC's, customer roundtables, industry events, and other external events.
o QSR Participation: Enhance understanding of how customers utilize the Cortex platform and XSIAM platform to benefit Account Teams and Specialist Reps.
o Participation rates in Cortex pipeline creation/bookings: Identify repeatable practices from successful areas and address underperforming districts/areas.
* Business Performance Ownership
o Performance Management: Establish and track KPI's, participation rates in Cortex pipeline creation/bookings, and sales metrics. Analyze data to identify trends, opportunities, and areas for improvement.
o Pipeline Management: Work closely with DSM's and Specialist Reps to manage and increase sales pipeline and lead generation activities.
o New Opportunity Alignment: Align and work out GTM specificities of different products, new ones, and associated routes to market in the region.
* Sales Process and Program Management
o Sales Process Optimization: Evaluate and enhance the sales process to identify areas for improvement, streamline workflows, and increase efficiency.
o Selling industrialization: Develop Cortex campaigns and selling initiatives to meet adoption and growth goals of Cortex and support their execution.
o Sales Execution Improvement: Identify internal bottlenecks and streamline processes with GTM, Sales Ops, and IT support.
o Collaboration and Alignment: Foster collaboration with cross-functional teams to ensure alignment and support for sales initiatives.
* Community Engagement and Enablement
o Sales Coaching and Mentoring: Provide guidance, coaching, and support to sales leaders, fostering a culture of continuous learning and development.
o Sales Enablement Support: Support training programs, tools, and resources to equip Account Teams and Specialist Reps with necessary skills and knowledge.
o Specialist Rep Performance Analysis: Conduct regular assessments to identify strengths, weaknesses, and areas for improvement.
o Recruitment: Participate in recruitment and actively take an active role in recruiting top talent to deliver on our ambition aligned with our product strategy.
* Market and Competitive Insights
o Market Analysis and Competitive Intelligence: Stay updated on market trends, competitor activities, and customer needs to feedback/influence GTM and sales strategies.
Qualifications
Your Experience
* Proven drive for results - consistently achieved sales goals through leadership and personal goals.
* Demonstrable experience managing large complex SIEM / SOC deals in the CEUR region.
* Sales management experience strongly preferred.
* Experience with channel / partner sales models.
* Proven ability to engage effectively with VP / C level contacts.
* Able to analyze sales and market data and prepare strategy decks for action plans and sales campaigns.
* Deep understanding of enterprise sales methodology (MEDDIC), Must Win Plans, etc., that can be translated and coached others in.
* Built solid cross-functional relationships across internal teams, clients, and partners.
Additional Information
The team members in our GTM work hand-in-hand with large organizations worldwide to protect their digital environments. We educate, inspire, and empower potential clients on their journey to security.
As part of our GTM team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success.
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.