North America GTM Manager, GSI Partnerships, Accenture Public Sector

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.

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!

Job Description

Your Career

The GSI Public Sector sales team is responsible for driving growth through a strategic set of consulting partners such as Accenture. As a North America GTM Manager, you will drive net new pipeline & revenue growth with Accenture Federal and ultimately take the business to the next level. Working in close collaboration with other team members, you will develop the strategy and drive work streams for business development, marketing, account collaborations, joint pursuit plans and deliver targeted partner enablement in order to build demand and pipeline that will lead to incremental bookings and transformational cybersecurity outcomes for customers.

Your Impact

• Develop and update the GSI strategy & partner business plan for North America to ensure the partnership is on track to hit goals for pipeline and bookings targets
• Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner
• Build & strengthen relationships with key stakeholders at all levels in the partner organization
• Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers
• Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings
• Understands routes to market with partners (MSSP, Resell & Influence)
• Leverage a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
• Drive field & partner interlock and engage sales leadership effectively
• Document partner activities in joint pursuits and accurately communicate outcomes and next steps
• Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
• Experience in sales cycle progression and procurement processes in partner-led deals in order to ensure timely closure of deals against critical quarterly targets
• Provide weekly forecast updates toward quarterly and annual revenue targets
• Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity
• Collaborate and shares best practices cross-functionally and with partners effectively
• Drive partners to go big with Palo Alto Networks
• Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment
• Mission driven, curious, adaptable, self-starter with a growth mindset

Qualifications

Your Experience 

• Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes and best practices
• Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment 
• Proven experience influencing senior level partner executives and/or partner principles 
• Strong and effective communication – written, oral, and public presentation 
• Ability to work, collaborate and drive outcomes individually
• Experience in working in cross–functional environment and driving joint strategy 
• Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
• Data-driven and fluent in Salesforce and Tableau
• Minimum 5+ years of sales experience in a hi-tech environment - Minimum 3+ years in indirect sales with proven experience in partner management with system integrators
• Excellent presentation skills with the ability to influence at senior levels within a partner organization
• BS or MS degree or equivalent military experience

Additional Information

The Team

The GSI Partnerships team is a select group of individuals driving growth with our most strategic partners across North America. This focused and experienced team works directly with our partners to drive solutions, improved security outcomes and innovation for Palo Alto Networks customers. 

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 $232000 - $319000/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.

Motor-Vehicle Requirement: 
This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.