Job Description
The Territory Sales Manager is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.
In the Healthcare West District, “TSM South” role, you’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the Palo Alto Networks Next Generation Security Platform. This is a unique opportunity for a new business hunter with a go-getter mentality to win business and market share by actively displacing competing technologies. You welcome the “road warrior” title and look forward to acquiring hotel and airline status as you will be in the air or on the road a few days each week in order to get face to face with your customers (when pandemic travel bans lift and our customers welcome in person meetings, of course!).
A challenge inspires you, rather than intimidates you, and you aren’t afraid of growth goals which drive you to succeed. If there is one constant in a rapidly growing company, it’s constant change. You’ve successfully adapted to change in your past experience and welcome the growth change brings. You’re intellectually curious about our customers’ business needs and desired outcomes and are confident engaging at all levels of our customer’s organization. More than that, you are excited by empowering our clients to meet their cybersecurity needs and are driven with an encompassing passion for solutions selling.
Qualifications
Ensure plan attainment with all product targets hit.
Penetrate and win competitively held whitespace accounts
Constantly working to find new opportunities, maintaining a 4x pipeline coverage target; leveraging field marketing, technical marketing, your sales engineering partner, Speedboat teams (product specialists and their marketers) and your own outbound initiative efforts.
Build mutually beneficial channel partner relationships which drive pipeline and ensure successful customer engagements/utilization
Measuring efficacy of current demand gen programs in your territory and focus on repetitive sales plays
High activity level in accounts, with 10 scheduled customer meetings in an average week and dedicated time for cold calling and account research.
Upsell, cross-sell and hardware refresh of your account base install, while leveraging your internal ecosystem to ensuring post-sale customer engagement and utilization.
Quarterly, monthly and weekly forecast accuracy with an eye towards linearity across the quarter.
Ensure Salesforce and Clari systems of record hygiene, managing to the cadence set by your leadership with opportunity accuracy and detail
Actively participate in the Account Planning and Opportunity Review sessions and collaborate on your team mate’s planning sessions.
Develop a thorough understanding of our solutions in order to support discovery, proposal development and solution recommendations.
WHAT IT TAKES:
Consistently achieved sales goals in a quota carrying role
Healthcare industry experience strongly preferred with an understanding of the common challenges, organizational structure, business models, regulatory and compliance requirements facing patient care providers and payers today
Security or Networking industries strongly preferred
Experience with channel and partner sales models
Able to learn new technology quickly, as well as adapt to changing needs
Experience working in a cross-functional organization
Previous CRM experience desirable
Up to 50% travel within CA, WA and OR
Bay Area or Seattle metro based preferred. No relocation package provided.
Additional Information
Our sales team members work hand-in-hand with large 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.
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 classes.