Senior Manager, Revenue Acceleration
Expanse
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.
Who We Are
We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.
As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!
Job Description
The Revenue Acceleration Manager owns many of the critical functions that underpin our sales success, including strategy & prioritization, vertical expertise, sales planning, and management of our largest programs, campaigns, and transformation initiatives. This role is a significant driver of company revenue and growth, and coordinates the activity of cross-functional teams, with especially close alignment to the business development, and our ecosystem of technology and channel partners. This role supports our business across the US customers. The person in the role will report to the Senior Vice President of US Commercial Sales Segment Leadership.
Your Impact
Drive the creation and modification of our strategic plans at the segment individual and market level, in concert with our corporate strategy team and vertical sales leadership - The strategic focus of the role will drive Transformation, Scale and Execution of the US segment business and is a major focus for the role
Partner tightly with the SVP of Sales to bring the PANW GTM strategy to life
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Must have background in sales leadership development to support top deal creation, provide thought leadership, and coach sales leaders and sellers
Hiring strategy with RVP/DSMs, succession planning and building their bench in region/district
Performance management - WAR: stack ranking/top leveling and identifying vulnerable talent
Support and optimize the team’s deployment of a formal cadence of Territory, Account (ASR) and Opportunity planning/deal reviews, anchored on MEDDIC and other sales methodologies
Partner closely with Operations and Strategy, Enablement, Marketing, Industry, Business Value, Cortex/Cloud Acceleration, Services, Solution Architects, and Partner Channel development of field sales campaigns and execution
Drive the collaboration of the leadership team by leading weekly staff calls, provide prescriptive and predictive data analytics to run the business, and designing routine leadership offsites to support enablement and planning
Own the establishment and continuous evolution of the ”operating system” or playbook for how we run sales, including transformation initiatives, and NSTAFF special projects
Gain leadership support for and participation in the formal prioritization process and approved project lists that focus our effort on the most important and opportunities - E.g. Big Deal/Cortex wins - repeatable process w/ enablement, special planning w/ Industries, Marketing, and channel
Maintain tight relationships with executive and functional leaders (marketing, channels, operations, product management, learning & enablement, etc.) to assure continuous support and strategy
Qualifications
Your Experience
10+ years of senior management/sales leadership roles at technology companies, in cybersecurity or adjacent technologies, with specific experience in hardware to software migration and platform selling
Experience leading or a nuanced understanding of sales management, planning, and methodologies
Demonstrated skill(s) in strategic planning and leading execution of plans
In-depth understanding enterprise business, customers, missions, solution needs, and programs
Demonstrated experience leading change management in a complex, matrixed organization
Strong understanding of program and project management methodologies, best practices, and tools
The ability to adapt to changing circumstances, evolving priorities, and new technologies
Proven knowledge of and ability to navigate the ecosystem of distributors, VARs, system integrators and other technology partners that operate in the cybersecurity business
Experience in addressing resistance to change and ensuring seamless transitions in organizational design program implementation
Outstanding communication and presentation skills - must be comfortable interacting extensively with executive staff, leadership, and customers
Additional Information
The Team
Our Go-to-Market (GTM) organization is the connection between our clients’ cybersecurity needs and Palo Alto Networks’ set of solutions. Comprising account managers, systems engineers and sales specialists, our team is committed to client satisfaction and the continued growth of our business. Our sales team members work hand-in-hand with 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.
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $158,000 - $255,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
Our Commitment
We’re problem solvers that 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 [email protected].
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.
Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.
