Being the cybersecurity partner of choice, protecting our digital way of life.
Your Impact
- Customer Activities and External Exposure
- Large Nascent deals - Heavily involved in large nascent deals to ensure the correct positioning of use cases and that the value proposition is being delivered - Management of key sales stages in the sales cycle for these deals
- External Event Participation - Participating in EBCs, customer roundtables, industry events, and other external events, representing Palo Alto Networks' strategy in SOC transformation strategy
- QSR Participation - Monthly participation in Cortex QSRs to enhance understanding of how our customers utilize the Cortex platform and XSIAM/Prisma Access SD-WAN platform to benefit our Account Teams and Specialist Reps and improve our storytelling
- Participation rates in Cortex pipeline creation/bookings - Identify repeatable practices from successful areas, address underperforming districts/areas
- Business Performance Ownership
- Performance Management - Establishing and tracking against key performance indicators (KPIs) e.g., participation rates in CX pipeline creation/bookings and sales metrics, and analyzing data to identify trends, opportunities, and areas of improvement to address underperforming districts/areas - Identify repeatable practices from successful areas - Collaborating with Cortex VP and (Core) AVPs to define sales acceleration goals and objectives (Goals & Milestones for AVPs and DSMs)
- Pipeline Management - Working closely with the DSM and Specialist Reps to manage and increase the sales pipeline and lead generation activities
- New Opportunity Alignment - Align and work out the GTM specificities of the different products, new ones, and associated routes to market (ex - MSSPs/MDR) in the region
- Sales Process and Program Management
- Sales Process Optimization - Evaluate and enhance the sales process to identify areas for improvement, streamline workflows, and increase efficiency
- Selling industrialisation - Developing Cortex campaigns and selling initiatives to meet the adoption and growth goals of Cortex and supporting their execution
- Sales Execution Improvement - Identifying internal bottlenecks and streamlining processes with GTM, Sales Ops, and IT support - Drive QBRs and other internal reviews
- Collaboration and Alignment - Foster collaboration with cross-functional teams, such as Marketing, Renewal, Ecosystem, Deal Desk, Sales Ops, Services (incl. CS), BVC, and Finance and HR, to ensure alignment and support for sales initiatives - Aligning with R&D to ensure that new product and roadmap adoption is coordinated
- Community Engagement and Enablement
- Sales Coaching and Mentoring - Provide guidance, coaching, and support to the sales leaders, fostering a culture of continuous learning and development
- Sales Enablement Support - Support the training programs, along with Sales Enablement Team & GTM, tools, and resources to equip the Account Teams and Specialist Reps with the necessary skills and knowledge to achieve sales targets
- Specialist Rep Performance Analysis - Conduct regular assessments of our Acct Teams/Specialist Reps in conjunction with the People Team to identify strengths, weaknesses, and areas for improvement
- Recruitment - Actively participate in recruitment, taking an active role in recruiting top talent to deliver on our ambition aligned with our product strategy
- Market and Competitive Insights
- Market Analysis and Competitive Intelligence - Stay updated on market trends, competitor activities, and customer needs to feedback/influence GTM and our sales strategies and positioning
Your Experience
- Proven drive for results - consistently achieved sales goals through leadership and personal goals
- Demonstrable experience of managing large complex SIEM/SOC deals in the UKI region
- Sales management experience strongly preferred
- Experience with channel and partner sales models
- Able to analyze sales and market data and prepare strategy decks for action plans and sales campaigns
- Able to foster and build an inclusive culture specific to SASE/Cortex in a matrix organization
- Able to learn new technology quickly, as well as adapt to changing needs
- Hired, developed, and retained successful sales talent
- Deep understanding of enterprise sales methodology (MEDDIC), Must Win Plans, etc., that you can translate and coach others in
- Built solid cross-functional relationships across internal teams (including Senior Leadership Teams, GTM, and Product teams), clients, and partners
- Strong Executive presence
All your information will be kept confidential according to EEO guidelines.
