Director of CSP Sales - GCP

Boston, MA, United States

Company Description

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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Job Description

Your Career

You will lead the Palo Alto Networks sales teams for our GCP NAM co-sell motion. You and your team will focus on exceeding company revenue objectives while growing our security platform partnership with GCP. You will be responsible for building a high-performance team of Cloud Service Partner (CSP) Sales Managers that delivers results in new pipeline, incremental bookings, new customer logos, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals. A challenge inspires you, rather than intimidates you, and you aren’t afraid of setting accelerated goals to drive you to succeed. More than that, you are motivated by empowering our partners' clients to meet their cybersecurity needs and you are driven with an encompassing passion for solutions selling.

The Director of CSP Sales, GCP will report to the Regional Vice President, U.S. CSP Sales. You will have several coordination requirements for consistent communication and engagement with direct Sales Leadership, extended CSPs sales teams, GSIs, Go To Markets teams, Business Development, Marketing, Channels and Product Marketing/Development. This position will be knowledge expert on all aspects of their respective CSP and will be asked to present at QBRs, executive meetings, training, customer meetings and events.

Your Impact

Develop a national business plan with clear actions to exceed regional revenue targets and a well qualified pipeline

Work intimately with Palo Alto Network’s field sales organization and CSP teams on engagement management and mutual success to drive new pipeline and incremental bookings

Work closely with Regional Sales Leadership, Sales Engineering, Ecosystem teams and Professional Services teams to build complete solution based proposals

Deliver well-inspected, accurate weekly sales forecasts and pipeline management

Insure Cloud Sales Managers have well documented regional and engagement plans aligned with the CSP Sales partnership objectives and differentiated strengths of the company

Maintain a disciplined review of CSP Sales Managers objectives on target enterprises, including follow up on leads generated from marketing campaigns as well as leveraging own network/relationships

Coordinate a consistent cadence with District Sales Managers and assure execution on leveraging alliances and relationships with CSP teams in the region

Attend Strategic, Majors and Enterprise Account Planning sessions and QBRs to Evangelize the Palo Alto Networks Enterprise Security Platform with CSP leadership and partner communities and act as an ambassador for the CSP partnership globally

Provide an escalation point for pre-sales and post sales issues for any activity with the CSP

Manage all in region joint sell with and go to market activities with GCP

Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports

Facilitate co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and the GCP Sales Leadership and GCP selling teams

Support Palo Alto Network’s regional field sales organization on engagement management with GCP

Assist with providing content for Public Cloud training curriculum and sales enablement

Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy

Develop in Region annual strategic plan and performance goals for GCP

Provide support and coordination for channel activity with GCP

Understand and articulate GCP strategic initiatives and gain a deep understanding of the activities, roadmap and vision of GCP

Provide an escalation point for pre-sales and post sales issues for any in region activity

Build and maintain relationships with key personnel and Sales Leadership at GCP to solidify Palo Alto Network’s standing and awareness within GCP and to assist in the development of key relationships with the extended Palo Alto Network’s cloud team and executives

Direct engagement and partner relationships are a critical part of this role

Help provide insight in the support of in-region GCP events and attend/participate in the events

Provide support in the form of expertise and training for Palo Alto Network’s regional field sales enablement

KSOs

Demand Gen Events (SASE | NGFW VM | Prisma Cloud

Partners Trained (CPPO/DSOR)

Partner Enablement (SASE | NGFW | Prisma Cloud)

Joint Account Account Plans for Top Accounts

Partner Business Plans

Co-sell Pipeline Creation & Progression (CSP only)

Executive Engagements

Influence Bookings (CSP Only)

Qualifications

Your Experience

We are looking for someone who possesses a deep understanding of how to successfully develop strategic GCP partnerships in complex environments.

BA, BS (or equivalent work experience or equivalent military experience required)

10+ years in Direct sales experience

3+ years CSP Sales experience

Proven ability to effectively, manage sales and alliance teams

Exceptional leadership skills - a strong recruiter and motivator of people - Resourceful, innovative and transformational - Passionate about building great teams - High EQ and ability to lead with positive influence

Extensive experience developing and managing partner ecosystems and building large-scale businesses with Channel Partners

Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial mindset

Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing

Excellent at influencing others, both externally and internally - ability to communicate effectively and build consensus across various functional groups to achieve goals

Industry knowledge of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts

“Whatever it takes” attitude and motivation to do whatever necessary to assist in winning business

Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities

Additional Information

The Team

The CSP organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. CSP Sales development is an extension of the territory sales team, with the ultimate goal to co-sell with our CSP partners and enable them to become empowered in the use and sales of our products. This is how we will scale the CSP Sales business to greater heights.

Our Commitment

We’re trailblazers who dream big, 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 disabilities. 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.

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 $410,900/yr to $564,950/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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