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Strategic Offer Manager, CEUR

Palo Alto Networks

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Our Approach to Work

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career

GTM Acceleration is a strategic, consultative team and is a critical member of Palo Alto Networks‘ organization. We engage with Fortune 1000 customers to build and deliver strategic business justification to be their digital transformation cybersecurity partner. 

You will drive success by leading and collaborating with cross-functional teams composed of sales leaders, solution consultants, and representatives from various business units and functional groups. This role offers a platform to showcase your expertise in sales strategy, consultative discovery, and engagement execution. You’ll excel in areas such as business analysis, problem solving, program management, executive communication and consensus building. As we pivot towards helping our customers achieve a platformization transformation, you’ll spearhead the development and execution of cross-platform deals, driving sales across our diverse portfolio. 

Team to report to: Senior Director Netsec Sales Acceleration

Your Impact

  • Strategic Deal Development: Collaborate with the GTM and sales leadership team to identify and target potential enterprise clients for large-scale cross-platform deals. Develop comprehensive strategies to approach these clients and secure high-value contracts that align with company goals and client objectives.

  • Deal Structure & Customization: Work with the sales and GTM teams to tailor network security solutions to meet the specific needs of enterprise clients. Leverage a deep understanding of our technology to position our offerings as the optimal solution for the client’s challenges.

  • Client Needs Analysis: Working with account teams, conduct thorough needs assessments with potential enterprise clients to understand their business challenges, objectives, and pain points. Leverage this information to craft compelling proposals that showcase how our network security solutions can provide significant value and address their unique use cases.

  • Data-driven Insights: Utilize analytics tools and data-driven approaches to derive insights that inform deal strategies and negotiations.

  • Cross-functional Collaboration: Collaborate closely with the sales team, GTM, product, finance and legal teams to align on deal structure, legal requirements and financial considerations. Ensure all aspects of the deal are well-coordinated and executed seamlessly.

  • Negotiation and Deal Closure:  Implement negotiation tactics to secure favorable terms and conditions while ensuring the company’s revenue targets are met. Drive deals to successful closure while maintaining strong client relationships.

  • Market Insights: Stay up-to-date with industry trends, competitive landscape, and emerging technologies to provide insights that enhance our approach to enterprise agreements and network security.

  • Performance Tracking and Reporting: Develop and maintain accurate records of all pipeline-generating activities, customer engagements, deals closed, and revenue generated. Provide regular reports to the sales or go-to-market leadership team on progress, challenges, and successes.

Qualifications

Your Experience

  • Bachelor’s degree in Business, Finance, Strategy, or a related field; MBA preferred.

  • Proven track record of at least [7 years] in enterprise sales, deal negotiation, or business development within the technology industry.

  • Experience developing and presenting high-quality recommendations and deliverables for client-facing and executive level consumption.

  • Exceptional negotiation, communication, and interpersonal skills.

  • Strategic mindset with the ability to analyze complex business challenges and develop innovative solutions.

  • Demonstrated ability to work collaboratively in cross-functional teams.

  • Willing to wear multiple hats (strategy development, project management and execution) to do what it takes to move from ideation to execution.

  • Results-oriented with a proven ability to meet or exceed revenue targets.

  • Cybersecurity knowledge (industry, solutions, competitors, etc.) is a plus.

Additional Information

The Team

Our Sales Acceleration team is critical to our success and mission. As part of this team, you enable sales success by strategizing and implementing programs in our sales organization that allow for standardized, highly impactful sales approaches, winning key customers and ensuring execution with excellence.  Our dedication to our customers doesn’t stop once they sign – it evolves. As threats and technology change, we stay in step to accomplish our mission.

Our Commitment

We’re trailblazers that 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 a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

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.

Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.

Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.

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