VM-Series Branch Sales Director

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. We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish but we’re not here for easy. We’re here for better. 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.

Our mission doesn’t happen by treading softly – no, it happens by defining an industry. It means building products that haven’t been thought of. It means selling products with a solutions mindset. It means supporting the infrastructure of a company that moves at an incredible speed – intentionally – to stay ahead of the world’s next cyberthreat.

Your Career

The Palo Alto Networks Sales Director acts as the strategic leader for the Branch (Retail, Hospitals, multi site) vertical sales play. This position is responsible for providing leadership, management and strategy for the sell to/go-to-market Sales and all joint activities with the assigned sales play. The Sales Director will have a myriad of different responsibilities to ensure leverage and consistent Sales within the vertical to drive customer Sales, qualified pipeline and bookings that meet and exceed quota and expectations. The Sales Director will be the key contact and coordinator for Palo Alto Networks sales activities and will be a central conduit for Sales management between the Palo Alto Networks sales organization and the customer. The Sales Director will report to the Americas leader for Virtual Firewall business but will have several dotted line coordination requirements for consistent communication and Sales with Business Development, Marketing, Channels, Inside Sales and Product Marketing/Development. This position may also have a team of direct reports to lead and manage in the future. This position will be the knowledge expert on all aspects of the assigned vertical/sales play and will be asked to present at QBRs, executive meetings, training, and events.

The Sales Director is regarded as being highly strategic to the company and the initiative in regards to strategy, influence, and execution. The Sales Director is required to contribute to the larger Palo Alto Networks strategy outside of their day-to-day activities and will be called upon for their subject matter expertise in training, QBRs, enablement, and other Sales activities. It is expected that the Sales Director has consistent interaction with core sales team, customers, strategic vendors, channel partners and other third parties in support of the “sell to” activities for the vertical sales play. The Sales Director will demonstrate a deep understanding of go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns, and programs, strategic events and funnel management.

Your Impact

• Lead and manage all joint “sell to” and go-to-market activities for the specific sales play
• Work closely with the Service Provider team at Palo Alto networks
• Track all opportunities, pipeline, and bookings, and provide forecasts and funnel management reports
• Support Palo Alto Networks field sales organization on Sales management with the vertical sales play
• Assist with providing content for training curriculum and sales enablement
• Coordinate activities and have involvement with the virtual team of Business Development, Marketing, Product Management, Channels, and Sales as part of cloud strategy
• Build and maintain relationships with key personnel within the customer, service provider to solidify Palo Alto Networks standing and awareness and to assist in the development of key relationships
• Direct Sales and partner relationships are a critical part of this role
• Help provide insight into the support of events and attend/participate in the events
• Provide support in the form of expertise and training for Palo Alto Networks field sales enablement

Your Experience

• BA, BS (or equivalent work experience)
• Proven experience in the management of large global accounts
• Channel experience including selling with or managing channel partners is preferred
• Channel Program experience is a plus
• Demonstrated history of managing quota bearing sales or channel teams
• Industry knowledge of security product market trends and directional awareness of Palo Alto Networks roadmap and technology development efforts
• The role calls for knowledge of competitive security products
• Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base, and maintains a general understanding of competitive selling strategies
• Demonstrated ability to work in a virtual and matrix environment
• Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time-sensitive environment
• 40%-50% Travel with ability to travel.
• Strong communication (written and verbal) and presentation skills
• “Whatever it takes” attitude and motivation to do whatever necessary to assist in winning business

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. To learn more about our dedication to inclusion and innovation, visit our Life at Palo Alto Networks page and our diversity website.

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.

Additionally, we are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or an accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.