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!
Your Career
This is a senior, consultative sales strategy and execution 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 Strategy by leveraging Sales Planning Motions as a vehicle to accelerate revenue growth, optimise resource leverage, and achieve portfolio 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 regular selling motion to achieve desired portfolio selling outcomes in our largest accounts.
Your recent, relevant sales experience is critical to your ability to engage 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 sales roles and business units 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
- Exhibit thought leadership and experience with complex enterprise selling process, methodology, and development
- Understand the cybersecurity market and relevant business drivers
- Possess necessary business acumen to build compelling customer business cases and proposals
- Experience mapping large enterprise accounts with deep discovery of functional areas, stakeholder alignment, and pathways to connect disparate perspectives toward consensus
- Apply critical thinking and consultative means to solve challenges and influence without authority
- Lead strategic account planning sessions, opportunity reviews, and territory attack strategy discussions to drive creation of short and long-term action plans
- Drive intra-team collaboration and resourcing plans
- Exhibit relationship management consulting approach - create and maintain relationships, rapport and credibility with sales leaders and sales teams to consult and support their goals
- Leverage data and metrics for insight, making course corrections as needed to achieve desired results
- Drive application of best practices
- Develop and maintain sales planning and productivity impact reporting with focus on leading indicators of business health as well as growth and bookings outcomes
Your Experience
- Recent, relevant, high-performing field sales experience
- Strategic mindset with strong problem solving, analysis, and critical thinking skills
- 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
- Ability to travel up to 40%
