PALO ALTO NETWORKS® is the fastest-growing security company in history
and a four-time Gartner Magic Quadrant leader for our innovation and
ability to execute. Named best place to work by the Silicon Valley
Business Journal, we offer the chance to be part of an important
mission: ending breaches and protecting our way of digital life. If you
are a motivated, intelligent, creative, and hardworking individual, then
this job may be for you!
This position will drive sales operations activities enabling and
supporting various aspects of the channel (MSSP, CSSP and GSI) within
the sales organization. This role is either responsible for, or is a key
contributor to sales planning, forecasting, sales escalations, quote,
discounts and deal review, compensation/commissions planning, and
channel program management. This role will also manage escalations,
sales process or policy exceptions review/management and coordination of
sales processes between the various functions worldwide including: Sales
Analytics, Finance Planning and IT and various other functional groups.
This position will drive sales operations activities enabling and
supporting the channel organization for MSSP, CSSP, GSI, and as
assigned. The role reports directly to the Sr. Director, Global Channel
and Cloud Operations and will be a dotted line to the VP Global MSSP
Channels. The position is located in HQ in Santa Clara, CA.
ESSENTIAL FUNCTIONS (TASKS AND RESPONSIBILITIES):
- Administer, coordinate and report on bookings forecast using
existing internal processes, methodology and automation/forecasting
tools; drive/build adoption of forecasting tools and dashboards.
- Escalation point for the deal desk function for channel, reviewing
and working with peers, sales managers and internal resources to
ensure quotes/orders meet operational and compliance requirements.
- Drive standards of performance and specific actions that drive sales
activities in every function that are consistent with predefined
success criteria for the organization; track and report on these
activities on a periodic basis (productivity).
- Key participant in driving channel readiness and building
infrastructure for MSSP, CSSP, GSI and channel initiatives, as
assigned
- Manage compliance of the non-standard transactions process; track
quarterly metrics on average discounts, non-standard exceptions
etc., and recommend action items to improve these metrics
- Build system requirements for automating and scaling channel
business and program requirements
- Participate in month-end and quarter-end close process to facilitate
tracking of outstanding purchase orders, ensuring accurate
forecasting, order compliance, bookings reports, etc.
- Assist VP Global MSSP Channels in all facets of sales planning,
quarterly business review meetings, forecasting and
deal structuring.
- Partnership and alignment driving objectives with product management
to ensure partner and client needs are satisfied
- Additional projects as assigned by Sr. Director, Global Channel and
Cloud Operations
PERFORMANCE REQUIREMENTS:
- 8-10+ years of experience in a sales operations environment,
preferably supporting either MSSP, GSI, SP and/or consumption-based
pricing models for operations
- Prior experience working with a Service Provider Carrier
- A demonstrated passion for information and business intelligence
- Strong understanding of sales processes and methodologies
- Strong organizational skills with ability to manage multiple
projects
- Excellent analytical skills with strong attention to detail
- Proven track record of effectively interfacing with cross-functional
departments/sales management team
- Ability to work through influence
- Excellent written and verbal communication skills
- Demonstrated proficiency with Microsoft applications; Salesforce.com
experience
- Bachelor’s Degree in Business Administration, Finance or
related field. MBA a plus.
- Global experience and flexibility is critical
- A “get it done” attitude and willingness to be a proactive change
agent
- Travel from 30% - 40% (in first 6 months); 15% travel thereafter
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