Our Mission
At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.
Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!
Job Description
Your Career
This is a senior, consultative sales coaching role reporting to the Senior Director of the GTM Shared Services Business Office. We are looking for someone with demonstrated experience in Sales and Sales Leadership in complex portfolio-driven organisations and adjacent, similar markets. The focus of this role is to programmatically execute Sales Coaching by leveraging Sales Planning methodologies (e.g. MEDDIC) to accelerate revenue growth, optimise resource leverage, and achieve portfolio selling sales outcomes.
In this role you will partner with Sales Leadership to drive sales productivity and performance in a fast-paced, evolving sales environment. Leveraging the framework of Sales Planning Motions, you will work with account teams and sales leaders in a regular selling motion to achieve desired portfolio selling outcomes in our largest accounts.
Your recent field sales experience enables you to build credibility with field teams. Proficient, thoughtful and insightful capacity to conduct and coach through strategic account/deal/opportunity reviews and territory planning is critical to this role's success. Delivery of these services across GTM functions with a customer-centric approach and an eye on diverse portfolio sales outcomes will be your primary focus. This role endeavours to drive optimal execution and collaboration via sales planning, develop effective short and long term action plans in alignment with goals, and to iterate and adjust where necessary to accommodate internal and external change.
Your Impact
- Possess necessary business acumen to build compelling customer business cases and proposals
- Lead strategic account planning sessions, and territory attack strategy discussions to drive creation of short and long-term action plans
- Support and coach sales on development of opportunity plans anchored on MEDDIC and other sales methodologies and drive review motion for strategic deals
- Map large enterprise accounts with deep discovery of functional areas, stakeholder alignment, and pathways to connect disparate perspectives toward consensus
- Drive intra-team collaboration and resourcing plans
- Execute relationship management consulting approach: create and maintain relationships, rapport and credibility with sales leaders and sales teams to consult and support their goals
- Replicate sales team best practices through leveraging key metrics as a means to justify course corrections to achieve desired results
- Drive application of best practices
- Develop and maintain sales excellence reporting with focus on leading indicators as well as growth and bookings outcomes
- Identify opportunities for process improvement to scale execution of sales initiatives with a focus on driving excellence, efficiency & standardization
Qualifications
Your Experience
- Recent, relevant, high-performing field sales experience
- Exhibit thought leadership and experience with complex enterprise selling process, methodology, and developmentStrategic mindset with strong problem solving, analysis, and critical thinking skills
- Apply critical thinking and consultative means to solve challenges and influence without authority
- Understanding of cybersecurity market and relevant business drivers
- Experience with complex enterprise sales cycles: portfolio or platform offering
- Skilled at enabling sales teams to sell broadly into accounts, understand customer business drivers, access and aggregate disparate budget avenues, gain consensus with diverse stakeholders, quantify impact of solutions, etc
- Professional sales and experience in a technology sales environment utilising customer-centric sales approach to align to customer business drivers and long term customer success
- Insightful, motivating facilitation of sales strategy sessions including account planning, territory attack strategy, opportunity level reviews, executive briefings, pre-call plans, etc.
- Ability to apply financial principles and insight to support teams building economic models and proposals
- Highly motivated, energetic, collaborative, self-starter who demonstrates leadership, adaptability, flexibility and integrity
- Leadership presence and consultative approach
- Mentoring/Coaching and Leadership Development Experience
- Proven knowledge of and ability to navigate the ecosystem of distributors, VARs, system integrators and other technology partners that operate in the Majors business
- Experience in addressing resistance to change and ensuring seamless transitions in organizational design program implementation
- Ability to travel up to 40%
Additional information
The Team
Our Sales Acceleration team is critical to our success and mission. As part of this team, you enable sales success by strategizing and implementing programs in our sales organization that allow for standardized, highly impactful sales approaches, winning key customers and ensuring execution with excellence. Our dedication to our customers doesn’t stop once they sign – it evolves. As threats and technology change, we stay in step to accomplish our mission.
Our Commitment
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].
Palo Alto Networks is an equal opportunity employer. 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.
All your information will be kept confidential according to EEO guidelines.
