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
Your Career
As a Sales Specialist for SASE, your primary responsibility will be to drive revenue growth by identifying and pursuing new business opportunities with some of our largest PANW accounts in your area. You will closely collaborate with our existing sales account teams, strategizing on effectively penetrating strategically targeted accounts. Your primary focus will be understanding and influencing customer challenges and pain points, qualifying their needs more effectively, building solid relationships with potential clients, and delivering exceptional customer experiences.
You will develop and drive SASE sales, leveraging relevant sales programs for your targeted list of strategic accounts. Additionally, you will lead specific internal initiatives to enhance your storytelling for more significant impact (for instance, WIN/LOSS reviews for every deal above $500k and deal reviews) by structuring and developing a knowledge base for the sales organization and, above all, continuously improve our industrialized sales process/plays.
Lastly, you will be expected to participate in and lead some office hours sessions to support the skill development of our account teams.
Your Impact
- Manage the SASE quota and ensure business health for the region
- Develop and execute SASE sales strategies and initiatives tailored for the region
- Influence the largest regional customers and partners
- Customer Activities and External Exposure
- Involvement in significant nascent mega deals, ensuring proper positioning of use cases, and delivering the value proposition effectively
- Participation in external events – engaging in EBCs, Customer Roundtables, Industry events, and other external gatherings to represent Palo Alto Networks' Zero Trust & SASE Strategy
- Prospecting and Lead Generation
- Conduct extensive market research to understand customers' needs and determine key decision–makers
- Utilize various channels, including cold–calling, networking events, social media, and referrals, to generate a robust, influential, well–qualified pipeline
- Sales Presentations
- Develop compelling sales pitches and presentations tailored to address prospects' specific needs and pain points
- Effectively communicate our company's SASE value proposition and unique selling points
- Relationship Building
- Cultivate and maintain strong relationships with prospects and strategic partners – Understand their evolving requirements and provide consultative sales approaches to address their challenges effectively
- Collaboration and Alignment
- Collaborate with the Account Team, Marketing, BVC, Services, GTM, and Product Management to provide feedback on customer preferences (market trends) and potential areas for growth
- Share insights to refine sales strategies and tactics continually
- Develop and strategize complex sales opportunities successfully
- Sales Reporting
- Maintain accurate and up–to–date records of sales activities, prospect interactions, and deals in SFDC
- Generate regular sales reports and performance analyses for management review
- Sales Enablement Support
- Assist in designing and implementing training programs in collaboration with the Sales Enablement Team & GTM, and provide tools and resources to empower the Account Teams and Specialist Reps with the essential skills and knowledge required to reach their sales targets
- Offer guidance, coaching, and assistance to the account executives and partners, cultivating an environment of ongoing learning and professional growth
Qualifications
Your Experience
- Proven track record of success in enterprise sales with a strong drive for results
- Proven experience of closing high value, complex deals is preferred
- Previous experience selling SASE solutions/platforms or technologies such as SWG, CASB/DLP, FWaaS, SD–WAN, and ZTNA)
- Proven track record of cultivating solid cross–functional relationships with internal teams (including senior leadership teams, sales, marketing, services, GTM and product teams), clients and partners
- Familiarity with ecosystem sales models
- Demonstrated ability to establish rapport and build trust with prospects and clients
- Tech–savvy and adaptable, eager to learn about new technologies and industry trends
- Experience of enterprise sales methodology (MEDDIC), Must Win Plans etc. is preferred
- Native/fluent Italian and advanced English language skills
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 cyberthreats.
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.
