Sales Manager

Description:

You will manage NAM GTM Service Provider activities for Comcast, Orange Cyber Defence, Cox Business and emerging Service Providers. The SP Manager has the primary responsibility of working with a strategic set of service provider partners, who want to go-to-market with PANW powered managed security services, resell and service their existing and new customers for their cybersecurity needs. The SP Manager will work closely with the Services Creation, Sales Engineering and Marketing teams and the partner leadership teams to develop GTM business plans 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

Develop in collaboration with Service Creation, Marketing and Sales Engineering teams, SP business territory plan, with real action plans and a regular cadence of business performance and relationship reviews and KPI targets around SP GTM offers, participation, pipeline generation and bookings
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 continuous 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 SP leaders & 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 SP teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building
Manage MDF funds for Service Provider partners for enablement and demand generation activities that drive Palo Alto Networks initiatives, such as new logos and pipeline generation
Maximize Focus Service Provider Partner impact - Make Palo Alto Networks the CyberSecurity GTM partner of choice. Position PANW market leadership to jointly develop unique SP solutions and offerings that will drive SP differentiation and joint market awareness
Work jointly with Sales, SE, Marketing, and Channel teams to implement business plans - Ensure the right cross-functional and decision-making stakeholders at SPs 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 SP development needs to internal teams - translate needs into solutions and outcomes
Actively work with the SP teams to proactively generate leads and to have Palo Alto Networks introduced to SP 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
Measures of success for this position - creation of comprehensive GTM partner plan for each SP, successful onboarding of new SPs, demand generation activity execution with SPs for net new logos, partner enablement, pipeline creation, and bookings goal attainment

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 Service Providers and or tier-one Value Added Partners including a track record of service creation - Comcast, Orange, Cox or other strategic Service Provider 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 Service Provider GTM business plan development and execution
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 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