Market Manager

 

Description:

You will manage GTM activities for the Deloitte North America business, working in conjunction with the Americas Lead - Deloitte Partnership, to develop and support the GTM activities across specific segments in the GTM region (Enterprise, Healthcare and Deloitte Canada). The GTM Manager will work with in-region core and specialist sales teams, working closely with Deloitte NAM counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts. Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion. Prepare and deliver partner plans and support partner business reviews.

Your Impact

  • Co-develop with the Deloitte Alliance Sales team, with support from the Americas Lead - Deloitte Partnership, the Americas business plan that will provide appropriate execution steps to achieve target growth by
    • Deloitte Industry Segments
    • Palo Alto Networks’ Sales Segments (Enterprise, Healthcare and Deloitte Canada)
  • Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
  • Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
  • Build relationships with the relevant Deloitte Industry & Palo Alto Networks Regional Leaders, to help support the business (training, enablement, marketing, sales, support, etc.)
  • Accept inbound and perform outbound calls and drive industry planning, client event sessions with Deloitte teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building
  • Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans - Ensure the right cross-functional and decision-making stakeholders at Deloitte are involved in the Business Plan process and sign-off on its approval
  • Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
  • Share and communicate Deloitte development needs to internal teams - translate needs into solutions and outcomes
  • Actively work with the Deloitte teams to proactively generate leads and to have Palo Alto Networks introduced to Deloitte clients and prospects
  • Balance short-term initiatives with longer-term development objectives
  • Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity

 

Qualifications


Your Experience

  • Education to degree level in business or similar discipline or equivalent military experience required
  • Minimum 5 years of sales experience in a hi-tech environment focusing on services - Cybersecurity experience preferred but not required
  • Minimum 3 years in indirect sales with proven experience in partner management with System Integrators and or tier-one Value Added Partners across multiple countries including a track record of service creation - Deloitte or other strategic GSI partner management experience preferred
  • Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence)
  • Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management
  • Strong understanding of Hyperscale/SI GTM models
  • Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations
  • Demonstrable track record of campaign delivery - The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
  • Results-oriented with a proven ability to deliver against stretch targets
  • Maturity to display natural team leadership as well as team player skills
  • Articulate verbally and in writing
  • Excellent presentation skills with the ability to influence at senior levels within a Partner organization
  • Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features

Organization Palo Alto Networks
Industry Management Jobs
Occupational Category Market Manager
Job Location California,USA
Shift Type Morning
Job Type Full Time
Gender No Preference
Career Level Experienced Professional
Salary 220800 - 303600 | $  / Monthly
Experience 3 Years
Posted at 2023-09-14 3:17 pm
Expires on 2024-12-23