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