Sales Specialist - Sase jobs at Palo Alto in Spain, Madrid

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

• Develop and execute targeted sales and go-to-market (GTM) strategies focused on pipeline generation, technically winning, and closing new customers for Palo Alto Networks Next Generation Software Firewall solutions (VM Series, Cloud Firewall, and AIRS solutions)

• Collaborate with cross-functional teams including your extended sales teams, GTM, product, marketing, and channel to align Sales Plays to targeted customers in your sales territory within the EMEA region.

• Execute Next Generation/Software Firewall sales plays to build software firewall pipeline in your region in collaboration with your extended sales teams.

• Collaborate with your extended Palo Alto Networks sales teams to identify, conduct discovery, and qualify new Software Firewall opportunities with customers.

• Work with the technical solutions team to technically validate and win Software Firewall opportunities with customers.

• Serve as a trusted advisor to strategic customers and partners, driving consultative sales cycles from initial engagement to close as needed

• Identify and understand customer requirements and articulate the value proposition of Palo Alto Networks’ AI security and Software and Cloud Firewall offerings and use cases to meet those requirements.

• Evangelize the importance and value of securing AI across industry events, executive briefings, and thought leadership opportunities

• Track and report performance metrics, pipeline health, and market insights to support forecasting and strategy refinement in your area.

• Build close partnerships with the sales team and cloud service providers in the Region to identify new opportunities and close business.

Your Experience

• 8+ years of experience in a sales or sales specialist role in the cybersecurity, cloud, or AI space

• Proven track record of meeting or exceeding sales targets and driving net-new revenue growth

• Understanding of AI technologies, including generative AI tools, machine learning, and large language models (LLMs)

• Strong grasp of firewall fundamentals, including the ability to discuss how modern software firewalls help customers secure traffic in the cloud, prevent advanced threats from spreading across their network, gain visibility and control over applications, and enable a secure hybrid workforce.

• Deep understanding of cybersecurity fundamentals, including data security, network security, and cloud security

• Demonstrated ability to lead complex sales engagements

• Extensive experience cloud platforms such as AWS, Azure, or GCP

• Excellent interpersonal, communication, and presentation skills, with the ability to influence senior stakeholders

• Self-starter who thrives in a fast-paced, collaborative environment with minimal direction

• Bachelor’s degree in business, computer science, engineering, or a related field; advanced degrees a plus

• Experience selling to CISOs, CIOs, and data science/security teams

• Experience working in a high-growth or scale-up environment

• Background in working with or through VARs, cloud marketplaces, or CSP partnerships
  

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

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

Your Career

You will develop and drive SASE sales, leveraging relevant sales programs for your targeted list of strategic accounts. Additionally, you will lead specific internal initiatives to enhance your storytelling for more significant impact (for instance, WIN/LOSS reviews for every deal above $500k and deal reviews) by structuring and developing a knowledge base for the sales organization and, above all, continuously improve our industrialized sales process/plays.

Lastly, you will be expected to participate in and lead some office hours sessions to support the skill development of our account teams.

Your Impact

• Manage the SASE quota and ensure business health for the region
• Develop and execute SASE sales strategies and initiatives tailored for the region
• Influence the largest regional customers and partners
• Customer Activities and External Exposure
  • Involvement in significant nascent mega deals, ensuring proper positioning of use cases, and delivering the value proposition effectively
  • Participation in external events – engaging in EBCs, Customer Roundtables, Industry events, and other external gatherings to represent Palo Alto Networks' Zero Trust & SASE Strategy
• Prospecting and Lead Generation
  • Conduct extensive market research to understand customers' needs and determine key decision–makers
  • Utilize various channels, including cold–calling, networking events, social media, and referrals, to generate a robust, influential, well–qualified pipeline
• Sales Presentations
  • Develop compelling sales pitches and presentations tailored to address prospects' specific needs and pain points
  • Effectively communicate our company's SASE value proposition and unique selling points
• Relationship Building
  • Cultivate and maintain strong relationships with prospects and strategic partners – Understand their evolving requirements and provide consultative sales approaches to address their challenges effectively
• Collaboration and Alignment
  • Collaborate with the Account Team, Marketing, BVC, Services, GTM, and Product Management to provide feedback on customer preferences (market trends) and potential areas for growth
  • Share insights to refine sales strategies and tactics continually
  • Develop and strategize complex sales opportunities successfully
• Sales Reporting
  • Maintain accurate and up–to–date records of sales activities, prospect interactions, and deals in SFDC
  • Generate regular sales reports and performance analyses for management review
• Sales Enablement Support
  • Assist in designing and implementing training programs in collaboration with the Sales Enablement Team & GTM, and provide tools and resources to empower the Account Teams and Specialist Reps with the essential skills and knowledge required to reach their sales targets
  • Offer guidance, coaching, and assistance to the account executives and partners, cultivating an environment of ongoing learning and professional growth

Your Experience

• Proven track record of success in enterprise sales in Portugal with a strong drive for results
• Proven experience of closing high value, complex deals of $1m+ is preferred
• Previous experience selling SASE solutions/platforms or technologies such as SWG, CASB/DLP, FWaaS, SD–WAN, and ZTNA)
• Proven track record of cultivating solid cross–functional relationships with internal teams (including senior leadership teams, sales, marketing, services, GTM and product teams), clients and partners
• Familiarity with ecosystem sales models
• Excellent interpersonal and communication skills.
• Demonstrated ability to establish rapport and build trust with prospects and clients
• Tech–savvy and adaptable, eager to learn about new technologies and industry trends
• Experience of enterprise sales methodology (MEDDIC), Must Win Plans etc. is preferred

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