Senior Manager, Revenue Acceleration - job 1 of 2

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Your Career

The Senior Manager, Revenue Acceleration [AMER: Commercial Segment] is a senior, consultative sales strategy and execution role reporting to the Senior Vice President, Commercial Sales and Shared Services. This role drives field sales strategy & execution by leveraging sales planning motions to accelerate revenue growth, optimize resource leverage, and achieve portfolio sales outcomes.  We are looking for a proven, strategic thinker and doer to align with our Commercial sales segment.  You will drive the framework of Sales Planning to fuel sales strategy and delivery into focused accounts as an integral part of sales with the support of the 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 Commercial 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 AMER Commercial 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 Commercial 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 Commercial 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 Commercial sales and customer success plans to PANW’S transformational initiatives & organizational strategies as they evolve

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

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 Commercial 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 65%

The Team

Our Go-to-Market (GTM) organization is the connection between our clients’ cybersecurity needs and Palo Alto Networks’ set of solutions.  Comprising account managers, systems engineers and sales specialists, our team is committed to client satisfaction and the continued growth of our business.  Our sales team members work hand-in-hand with organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Compensation Disclosure

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/commissioned roles) is expected to be between $158,000 - $236,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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