Sales Specialist - Sase jobs at Palo Alto in Brazil, São Paulo

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

You are required to exceed your quota, obtain/maintain subject matter expertise, create/update detailed written plans, and regularly present to a variety of audiences (large and small, live and virtual).

Your Impact

• Ability to work in partnership with your respective geography’s leadership to engage the SASE portfolio to customers, partners, and colleagues
• Perform high-level sales planning, leading to accurate forecasting of the business
• Build a fundamental understanding of security threats, solutions, security tools or network technologies
• Bring to bear all cross-functional resources to achieve your quota.
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Conduct in-person sessions, webinars and learning materials that can be consumed by the appropriate audience
• Identify cross-selling and up-selling opportunities within accounts
• Educate customers and partners on the modern network security landscape
• Establish relationships with and sell through channel partners
• Travel 50% + throughout the territory and to company-wide meetings

Your Experience

• Consider yourself technical enough to cover some accounts while your SE is busy assisting others
• Above quota sales experience in a high-tempo culture
• Experience selling network infrastructure-based security appliances including, but not limited to - Firewalls, SSL/IPSec VPNs, Security Proxies and Caches, SD-WAN
• Practical experience working with routing and switching products that will be installed adjacent to our appliances
• Strong communication and presentation skills, both written and verbally
• Experience working with Channel partners and understanding of a channel centric go to market approach
• Excellent time management skills, and work with high levels of autonomy and self-direction

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Collaborate with sales teams to recommend and develop customer solutions within your assigned specialization
• Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership
• Lead and support customer demonstrations that showcase our unique value proposition
• Responsible for prospective customers and partners' Technical Validation projects based on best practices to ensure technical win in assigned opportunities
• Architect solutions that will help our customers strengthen and simplify their security posture
• Document high-level design and key use cases to ensure proper implementation and value realization of Palo Alto Networks solutions
• Lead conversations about industry trends and emerging changes to the security landscape
• Responsible for discussing and highlighting product alignment with customer requirements and differentiation
• As the main technical point of contact for Network Security, you will assist and collaborate to respond effectively to RFIs/RFPs
• Position Palo Alto Networks or Partner delivered services as appropriate to ensure proper implementation and value realization of Palo Alto Networks solutions
• Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative
• Distinguished by additional specialized knowledge in breadth and/or depth

Your Experience

• 6+ years experience in pre-sales/sales engineering within Zero Trust, Networking, Network Security, SaaS Security or SSE/SASE
• Experience with L2-L4 Networking (L2 Switching architectures including Spanning Tree, VLANs/trunking, IP routing including static routes, OSPF and BGP, route re-distribution, L4 Load-balancing)
• Outstanding customer communication and problem-solving skills
• Experience in working with customers, demonstrating problem-solving skills and a can-do attitude
• Solid understanding of NGFW, Network Security, SASE, SD-WAN, CASB, Proxy, DLP and BYOD Solutions
• Advanced knowledge of On-Premise and Cloud-Delivered Network Security Technologies
• This is a field sales position where travel requirements may be required to support in person customer meetings, please discuss with the recruiter on the specifics for this position.
• Proficient in English

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact:

• Join the fastest growing team where experience meets cutting-edge solutions

• Build and cultivate strong customer relationships, driving business growth within the region.

• Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives.

• Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement.

• Engage in deep technical discussions beyond standard sales presentations and pitches; while translating complex technical cybersecurity solutions into clear business value propositions for customers.

• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions.

• Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients.

• Travel domestically as needed to meet with customers and attend key business events.

Your Experience:

• 5+ years of field sales experience focusing on key customer accounts and delivering value to Enterprise or Major-level accounts.

• Extensive platform selling experience in complex sales with multiple buying centers.

• Experience selling Cybersecurity, SIEM, EDR or CNAPP (DevSecOps, CloudOps) solutions is highly preferred.

• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations

• Expertise in applying complex solution sales methodologies to drive results.

• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy.

• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams.

• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred

• Willingness to travel domestically as necessary to meet business needs.

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Responsible for the Sales execution and governance in LATAM, in collaboration with the different Country Leaders and the Sales Operations lead, and in alignment with LATAM directions.

• Support overall GTM Strategy execution

• Strategic Deals & Sales Plays

• Driving the execution of the Account Strategy motion

• Monitoring the Region and Country performance, and designing initiatives required in each territory to improve or increase Sales excellence

• Replicating Best Practices across the region

Strategic Leadership and Execution:

• Lead and manage Sales execution and governance across Latin America, in alignment with regional and global objectives.

• Drive the execution of the Account Strategy motion and Customer Success motion, promoting customer retention and satisfaction.

• Monitor Sales performance across the region, designing and implementing initiatives to enhance sales effectiveness and excellence.

• Identify, document, and replicate Best Practices across the region to drive consistent success.

Strategic Deals and Sales Plays:

• Design and lead programs to enhance strategic deals, including executive engagement, Global & Strategic (Top 200 accounts) initiatives, and upsell initiatives on whitespace accounts.

• Collaborate with the Sales Operations and Strategy teams to ensure effective planning, segmentation, account selection, and the development of business cases for investment.

• Define and oversee the execution of the sales plan, ensuring alignment with LATAM objectives and optimizing sales effectiveness.

GTM Strategy and Transformation:

• Develop and execute the GTM (Go-to-Market) strategy for Latin America, in alignment with corporate objectives and regional goals.

• Lead the design, execution, and optimization of Sales Plays, ensuring the sales teams are well-prepared to maximize revenue opportunities.

• Drive the adoption of GTM transformation initiatives, ensuring alignment with global best practices while adapting to regional nuances.

Team Leadership and Development:

• Manage and lead the Sales Acceleration team, including Business Development Representatives (BDRs) and the Renewals team.

• Provide strategic guidance and ongoing support to the BDRs, ensuring a consistent pipeline generation and qualification process.

• Oversee the Renewals team, ensuring high retention rates and maximizing customer lifetime value.

• Collaborate with the Sales Enablement team to ensure continuous training and skills development for the sales force.

• Foster a high-performance culture focused on excellence, accountability, and continuous improvement.

Collaboration and Stakeholder Management:

• Establish strong relationships with the Country Leaders, Marketing, Sales Operations, and other stakeholders to ensure alignment and effective execution.

• Serve as a liaison between the Latin America region and global teams, ensuring that regional needs and insights are represented.

• Communicate effectively with the sales community, peers, and company executives to ensure understanding and adoption of regional sales programs.

Process Improvement and Efficiency:

• Identify and drive process optimization initiatives, enhancing efficiency and scalability in Sales Acceleration operations.

• Ensure consistency, standardization, and excellence in sales execution across the region.

• Continuously monitor and evaluate the effectiveness of sales programs, making data-driven adjustments to maximize results.

Your Experience

• Track record of successful sales experience and / or development & implementation of strategic sales related programs

• Strong stakeholder management and executive presence required (business, strategy & planning, sales operations)

• Experience in multi-cultural and across geographies organizations

• Ability to influence without authority, build strong senior relationships to gain input and consensus for design and implementation of changes

• Excellent communication (written and verbal) and presentation skills with experience presenting to an executive audience

• Experience working in a large matrix and international organization, in the technology space

• Superior and meticulous problem solving and analytical skills, combined with the ability to communicate concisely and summarize findings and recommendations appropriately for senior management

• A highly organized and self-motivated individual, able to oversee the timely and top-notch execution and ability to work under pressure to adhere to tight last-minute deadlines

• Experience in successful change management

All your information will be kept confidential according to EEO guidelines.

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Manage the overall day to day renewal operations of assigned direct reports and districts / regions in the LATAM regions
• Motivate your direct reports to drive pipeline development and revenues through renewal sales efforts leveraging the partner network
• Ability to accurately forecast to leadership teams and drive a committed number on a weekly, monthly, and quarterly basis to SR. Manager and VP
• Coaching and development of subordinates, bi-weekly 121's
• Supervise and assist direct reports on large deals through to completion
• Evaluate, and document, your direct reports based on Key Metrics and goals set by Leadership
• Monitor the outbound efforts of assigned you renewals reps by tracking and reporting weekly activities
• Collaborate with Sales Leaders to identify strategies to achieve sales goals and uncover new, high value opportunities alongside renewals
• Provide accurate, ongoing reporting through the continuous update and maintenance of necessary reports in Salesforce.com and other tools and applications
• Provide support for renewal escalations and your assigned districts

Your Experience

• At least 3+ years experience in Managing diverse enterprise renewals /sales teams
• At least 3+ years experience in leading 8-15 people, in the office and remote work environments
• At least 3+ years Experience in hiring, developing and retaining talent
• Proven Experience with channel /partner sales models renewals/ upsells
• Proven to consistently achieve renewal/ sales team goals through your leadership
• Proven ability to learn new technology quickly, as well as adapt to changing needs
• Excellent communication skills - the ability to build cross-functional relationships
• Strong organizational and analytical skills - the ability to work on many projects concurrently
• Excellent Microsoft Excel, Google Suite and Salesforce.com skills

All your information will be kept confidential according to EEO guidelines.