Senior Manager

Job Description

Your Career

Join Palo Alto Networks, the leader in cybersecurity, as our Senior Manager, Revenue Acceleration for the U.S. Enterprise Segment ($3B or greater). In this pivotal, senior consultative sales strategy and execution role, you'll report to the Senior Vice President, Enterprise Sales and be at the forefront of shaping our revenue growth trajectory. This role drives our field sales strategy and execution by leveraging advanced sales planning motions to significantly accelerate revenue growth, optimize resource leverage, and achieve exceptional portfolio sales outcomes for our largest enterprise clients. We are looking for a proven, strategic thinker and doer to align with our Enterprise sales segment. You will be instrumental in developing and driving a robust framework for sales planning, directly fueling our sales strategy and delivery into focused enterprise accounts. This will be achieved as an integral part of our sales team, leveraging the full support of our extended internal and external ecosystem. Partner with sales leaders in regular selling motion to amplify portfolio selling best practices for customer-focused outcomes (vs. point product selling) in Enterprise and Healthcare accounts.  The account and opportunity planning framework you oversee fuels portfolio selling and “big deal motion” with a multi-year perspective from generating big ideas to deal closure, mitigating risk and increasing win rate.

In this role you will partner with sales leadership to drive sales productivity and performance in a fast-paced, evolving sales environment.  Recent, relevant sales experience with a proficient, thoughtful and insightful approach to leading strategic account/opportunity/territory planning is foundational to the success of this role.  Delivery of these services across the U.S. Enterprise business segment with a collaborative, customer-centric approach and measured impact to portfolio selling outcomes is expected.  Develop organizational muscle to expand strategic selling acumen at all levels of the Enterprise GTM with heavy knowledge of scaling through the partner ecosystem.  Apply your field experience to effectively leverage resources and partner with cross-functional leaders to iterate and adjust support and engagement where necessary to accommodate internal and external change.

Your Impact

• Exhibit thought leadership and experience with complex Enterprise selling process, methodology, opportunity development and execution to amplify best practices

• Lead ongoing territory planning and opportunity reviews to drive effective short and long-term action plans

• Fuel intra-team collaboration and thoughtful resourcing

• Exhibit relationship management consulting approach: create and maintain relationships, rapport and credibility with sales leaders and sales teams to consult, advise and support toward achievement of goals

• Leverage data for insight, making course corrections as needed to achieve and amplify desired results

• Demonstrate necessary business acumen to build compelling customer business cases and proposals

• Apply critical thinking and consultative means to influence without authority

• Develop, maintain and help evolve impact reporting with focus on leading indicators of business health as well as growth and bookings outcomes

• Link Enterprise sales and customer success plans to PANW’S transformational initiatives & organizational strategies as they evolve

• Participate in key Enterprise sales development programs and forums (Business Value Consulting engagements, Sales Advisory Boards, Sales Councils, etc.) 

Qualifications

Your Experience 

• Professional sales experience with demonstrated proficiency in large, complex accounts with a customer-centric, value-driven selling approach

• Adept at mapping and navigating complex deals and sales cycles

• Proven ability to assess and align to customer business drivers to create business cases that support portfolio, platform or services sales and long term customer success

• Understanding of relevant business, financial acumen, cybersecurity industry and market experience 

• Experience mapping Enterprise accounts via deep discovery of functional areas, stakeholder alignment, and pathways to connect disparate perspectives toward consensus

• Demonstrated sales leadership, coaching and sales enablement skills and experience

• Strategic mindset with strong problem solving, analysis, and critical thinking skills

• Skilled at activating data-driven initiatives enabling sales teams to sell broadly into accounts with programmatic structure

• Facilitate insightful, motivating and collaborative sales strategy sessions including account planning, territory strategy, opportunity level reviews, executive briefings, pre-call plans, etc.

• Executive presence and consultative approach

• Mentoring/Coaching and Leadership Development Experience

• Highly motivated, energetic, inclusive, self-starter who demonstrates leadership, adaptability, flexibility and integrity

• Ability to travel up to 50%