Unit Sales Enablement Lead

Contenu de l'offre Unit Sales Enablement Lead chez Palo Alto Networks

Unit Sales Enablement Lead

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Our Approach to Work

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career

Our Unit 42 organization is one that’s dynamic, high energy and highly collaborative. If you have an inner entrepreneurial spirit, comfortable working in fast-paced environments and yearn for hands-on impact then this organization is the right one for you.

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success in this role will span the creation and execution of unique business plans in your region in partnership with other Palo Alto Networks Core sales organizations and channels. Your responsibilities will include finding and generating new customers, growing existing accounts and partnerships. You develop new accounts and/or expand existing accounts within an established geographic territory, industry, product segment or channel.

Your Impact

Directly drives revenue impact by exceeding bookings goals of assigned partners and new initiatives
Identify, create, and implement a comprehensive account strategy to develop new business and drive expansion growth with enterprise customers across your territory, including channel partner
Scope, negotiate and close enterprise contracts to exceed all bookings and revenue targets 
Establish access and create positive business relationships with key executives and senior-level decision-makers (typically CISO, CSO, and CIO level)
Apply your knowledge of the cybersecurity industry, market landscape, technology, product, and processes to educate prospective and current customers on the business value of Unit 42’s offering and services
Collaborate cross-functionally with key internal stakeholders (Field Sales, Marketing, Sales Operations, Product Management, Engineering, Pre/Post Sales, and Finance) to drive product adoption in target accounts
Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Expanse’s solutions in the market
Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership

Qualifications

Your Experience

Experience in Business Development and Sales roles within the cybersecurity industry
Track record exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Enterprise seller focused on F1000 accounts in high growth companies
At least 7 years of experience selling Enterprise Security solutions - SOC security-based products/services (such as Incident Response, Breach Management, Malware/Exploit Prevention, Anti-Virus, White Listing, SIEM, and other techniques) or SAS, Behavior Analytic or Logging tools - preferably Subscription or SaaS solutions as a direct contributor - Solutions related to Security Operations / SIEM / SOAR or adjacent solutions focused on Data / ML and automation preferred
Deep understanding of channel partners and a channel-centric go to market approach in your region
Knowledgeable in MEDDIC and Complex Solution Sales methodology and proven ability to sell complex enterprise software solutions to large and sophisticated enterprises at 6-figure transaction sizes and greater
In-depth knowledge of how specific industries might leverage security solutions and able to succinctly translate complex technical benefits to solve high leverage business problems - you can effectively articulate and present well in front of technical and executive-level stakeholders
You have a demonstrated passion for this space and you are excited about the prospect of scaling a new, emerging technology and accustomed to working in a fast-paced environment

Additional Information

The Team

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 cyber threats. 

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 characteristics.

All your information will be kept confidential according to EEO guidelines.

Summary

Type: Full-time

Function: Sales