We will consider applicants in multiple German locations who are able to travel as required.
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 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, native/fluent German and advanced English language 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.
