Area Sales Executive, Cortex

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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your well-being support to your growth and development, and beyond

Your Career

Act as primary Cortex business partner for AVP's (Area Vice President) in conjunction with the Cortex VP for respective areas. Be holistically responsible for overall business performance, GTM success, deals, and customer engagement across the area. This key regional role provides theatre leadership and will sit as part of the regional management teams carrying the Cortex quota and ensuring the Cortex business health for respective area(s).

They will work with the Product GTM teams to develop and aggressively drive Cortex sales plays and programs relevant for respective area(s) with the AVP's, DSM's (District Sales Managers), and account reps and own and drive the Cortex identity and community within respective area(s) and across the Theater.

Your Impact

• Customer Activities and External Exposure
  • Large Nascent deals - Heavily involved in large nascent deals to ensure the correct positioning of use cases and that the value proposition is being delivered - Management of key sales stages in the sales cycle for these deals.
  • External Event Participation - Participating in EBC's (Executive Briefing Center) customer roundtables, industry events, and other external events, representing Palo Alto Networks' strategy in SOC transformation.
  • QSR Participation - Monthly participation in Cortex QSR's to enhance understanding of how our customers utilize the Cortex platform and XSIAM platform to benefit our Account Teams and Specialist Reps and improve our storytelling.
  • Participation rates in Cortex pipeline creation/bookings - Identify repeatable practices from successful areas, address underperforming districts/areas.
• Business Performance Ownership
  • Performance Management - Establishing and tracking against key performance indicators (KPI's) e.g., participation rates in Cortex pipeline creation/bookings and sales metrics, and analyzing data to identify trends, opportunities, and areas of improvement to address underperforming districts/areas - Identify repeatable practices from successful areas - Collaborating with Cortex VP and Core AVP's to define sales acceleration goals and objectives.
  • Pipeline Management - Working closely with the DSM and Specialist Reps to manage and increase the sales pipeline and lead generation activities.
  • New Opportunity Alignment - Align and work out the GTM specificities of the different products, new ones, and associated routes to market (ex - MSSPs/MDR) in the region.
• Sales Process and Program Management
  • Sales Process Optimization - Evaluate and enhance the sales process to identify areas for improvement, streamline workflows, and increase efficiency.
  • Selling industrialisation - Developing Cortex campaigns and selling initiatives to meet the adoption and growth goals of Cortex and supporting their execution.
  • Sales Execution Improvement - Identifying internal bottlenecks and streamlining processes with GTM, Sales Ops, and IT support - Drive QBRs and other internal reviews.
  • Collaboration and Alignment - Foster collaboration with cross-functional teams, such as Marketing, Renewal, Ecosystem, Deal Desk, Sales Ops, Services (incl. CS), BVC, and Finance and HR, to ensure alignment and support for sales initiatives - Aligning with R&D to ensure that new product and roadmap adoption is coordinated.
• Community Engagement and Enablement
  • Sales Coaching and Mentoring - Provide guidance, coaching, and support to the sales leaders, fostering a culture of continuous learning and development.
  • Sales Enablement Support - Support the training programs, along with Sales Enablement Team & GTM tools, and resources to equip the Account Teams and Specialist Reps with the necessary skills and knowledge to achieve sales targets.
  • Specialist Rep Performance Analysis - Conduct regular assessments of our Acct Teams/Specialist Reps in conjunction with the People Team to identify strengths, weaknesses, and areas for improvement.
  • Recruitment - Actively participate in recruitment, taking an active role in recruiting top talent to deliver on our ambition aligned with our product strategy.
• Market and Competitive Insights
  • Market Analysis and Competitive Intelligence - Stay updated on market trends, competitor activities, and customer needs to feedback/influence GTM and our sales strategies and positioning.

Your Experience

• Proven drive for results - consistently achieved sales goals through leadership and personal goals.
• Demonstrable experience of managing large complex SIEM/SOC deals in the CEUR region.
• Sales management experience strongly preferred.
• Experience with channel/partner sales models.
• Proven ability to engage effectively with VP/C level contacts.
• Able to analyze sales and market data and prepare strategy decks for action plans and sales campaigns.
• Deep understanding of enterprise sales methodology (MEDDIC), Must Win Plans, etc., that you can translate and coach others in.
• Built solid cross-functional relationships across internal teams (including Senior Leadership Teams, GTM, and Product teams), clients, and partners.

The Team

Our GTM 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 GTM 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 who isn’t committed to your success — everyone pitches 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.

Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.