Being the cybersecurity partner of choice, protecting our digital way of life.
Your Career
The Distribution Sales Specialist (DSS) for Commercial has primary responsibility for driving commercial sales (aligned to SMB + Midmarket or Commercial Select) through platform plays designed to drive pipeline creation and bookings growth. The DSS’s will align with the top 20-25 Commercial focus partners (that are not covered by CBMs or CAMs or another DSS) as well as our distributor-managed, longtail, partners leveraging Distribution for scale. This partner segment represents 50%+ of Commercial’s TNB. Furthermore, the Field Sales alignment of the DSS will be dedicated to Commercial with specific region/district alignments. We will move to a 1:1 Distributor coverage model for DSS’s with the additional 3 headcount. The DSS will utilize resources from the Distributors, such as pre-sales engineers, marketing support, and service offerings with these longtail partners to support their growth with PANW. The DSS will also help support our EOMs / EOQs with our Distributors for all Commercial Deals (offloading this from the DBMs) as a resource available on longtail partner deals for our Field teams.
Your Impact
- Develop and execute Commercial Focused Sales Plays
- NNL Growth Campaigns - The expectation is 20%+ NNL DR growth Y/Y via Disti Managed Partners
- Cortex and SASE plays to generate 30%+ Y/Y growth through Disti Managed Partners
- Enable the Distributor + Disti’s longtail partners on BD motion, call scripts, and host partner floor days - Create a programmatic model with the Distributor for business development/pipeline creation
- Act as a liaison between Disti-Managed Partners and PANW Commercial Field Reps (DSS will be listed on the Partner’s account in SFDC as the owner and show in the Partner Portal) - This ensures quick turnaround and support for longtail partners w/ our sellers
- Extended Team member of an assigned Commercial Region(s) or Districts (especially SMB) to represent Distribution and the long tail
- Provide Commercial Seller education on NextWave CROE and how to work with Distribution and sell with partners
- Responsible for semi-annual NextWave Program Compliance efforts working with our Distributors and their partners, including working with distributors on plans to address gaps in Partner requirements and to make the decision on up-leveling, downgrading, or off-boarding these Partners
- Manage (and delegate as needed) the wide variety of NextWave Program and PRM related requests and issues that can be directed to the NextWave team - These include - NW program questions, certifications not showing under partner record, Deal Registration issues
- Handle (solve or escalate) all escalations related to day-to-day for Disti Managed Partners
- Support resources available to our distributors to assist with tactical inquiries
- Contribute to the annual business plan process with Disti’s as needed regarding the Distributor’s Top 20-25 focus partners
- At each end of the month / EOQ,support (managing sales/CBM inquiries on slack for Commercial PO status and using the Collaboration Zoom)
Your Experience
- 2+ years of Sales, Business Development, Channel Sales, or Distribution Sales experience
- Self-starter, motivated, & proactive - Willingness to initiate new ideas and operate with autonomy
- Working knowledge and experience selling technology, working in a fast-paced environment
- Experience influencing partner/distributor actions and collaborating highly with others
- Proven ability to communicate effectively and professionally (verbal and written)
- Strong time management and organizational skills
All your information will be kept confidential according to EEO guidelines.
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $136,000/yr to $187,000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .
