Palo Alto Networks® is the fastest-growing security company in history.  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 is for you!   As a member of the Global Sales Enablement team, reporting to the Global Head of Field Execution, the Global Account Acquisition and Development Manager is responsible for driving a programmatic approach to global account penetration, acquisition, revenue growth and overall sales productivity for our internal/external customers (sales professionals, SEs and partners). This role is focused on the success of the Strategic Account Planning program including delivery of facilitated planning sessions and management of the process, scheduling, and measurement of outcomes for all sales segments.  The role must drive outcomes (e.g. penetration, account acquisition, immediate revenue generation and growth strategies, renewals, up-sell, etc.) in accordance to stated corporate revenue goals.  Strategic consulting, sales strategy experience, market understanding, executive presence, and coaching skills are vital components of this role.    

 

Responsibilities:

• Programmatically drive Increase in Global Account Acquisition, Account Penetration, Revenue, Productivity via ongoing development of an Account Planning Program

  • Facilitate sales strategy discussions and Account Planning sessions for all segments with a focus on Global and Major Accounts
  • Expand our revenue profile in strategic enterprise accounts through penetration, new logo acquisition, cross-sell and up-sell
  • Influence future lifetime value through strategic sales consulting, higher product adoption, customer satisfaction and overall health scores
  • Drive new business growth by collaboratively enhancing skill sets of the global enterprise sales teams

• Reinforce application of the established go to customer sales motion 

  • Ensure that the principles of opportunity planning, qualification, influence mapping, etc., are employed in the execution of strategic account plans
  • Teach best practices and develop the necessary skills of account owners and sales leaders with regard to account planning and strategic account management
  • Create internal best practices programs, discussions, and activities

• Measure Effectiveness of Account Planning Program and other Sales Enablement Activities

  • Define and establish operational metrics and systems for program delivery
  • Ensure effectiveness of program delivery
  • Enhance scale, effectiveness and efficiency through teaming with cross functional leaders and leveraging sales process, methods, systems and technology
  • Adapt Account Planning program to appropriately align with sales segments: Global, Major, Named, SLED, Federal

• Inspire Sales Enablement Principals Across Company

  • Create company-wide culture around sales performance principals
  • Align with Sales Leadership and the field around account penetration, revenue generation, cross-sell and up-sell and focus on selling for long term retention
  • Create company-wide customer feedback loop

 

Qualifications:

• Recent, relevant field sales or sales leadership experience
• Strategic Account Planning experience – facilitation and program build out
• Understanding of the cybersecurity market and relevant business drivers
• Experience with Global and Major Account Sales process, methodology, and enablement
• Understanding of complex sales cycles: portfolio or platform offering
• Skilled in enabling sales teams to sell broadly into accounts, access and aggregate disparate budget avenues, gain consensus with diverse stakeholders, etc.
• Professional sales training and enablement experience in a technology sales environment utilizing Insight/Challenger sales approach
• Success with facilitating and delivering sales strategy sessions, account planning and training 
• Ability to apply financial principles and insight to support teams in building economic models for purchase with customers
• Highly motivated, energetic, collaborative, self-starter who demonstrates leadership, adaptability, flexibility and integrity
• Highly collaborative team player
• Executive presence and consultative approach
• Mentoring/Coaching and Leadership Development Experience
• Ability to travel up to 75%

 

Learn more about Palo Alto Networks here and check out our fast facts 

 

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