Manage all joint sell with and go to market activities with Google Cloud
Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports
Facilitate co-selling opportunities, account mapping and other sales engagements between Menlo Security's field sales and the Google Cloud sales teams
Support Menlo Security's field sales organization on engagement management with Google Cloud.
Assist with providing content for Public Cloud training curriculum and sales enablement
Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy
Develop annual strategic plan and performance goals for assigned Google Cloud
Provide support and coordination for channel activity with assigned Google Cloud
Understand and articulate the Google Cloud’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision of the Google Cloud
Provide an escalation point for pre-sales and post sales issues for any activity with the Google Cloud
Build and maintain relationships with key personnel in the Google Cloud to solidify Menlo Security's standing and awareness within the provider and to assist in the development of key relationships with the extended Menlo Security's cloud team and executives
Direct engagement and partner relationships are a critical part of this role
Help provide insight in the support of Google Cloud events and attend/participate in the events
Provide support in the form of expertise and training for Menlo Security's field sales enablement

Requirements

BA, BS (or equivalent work experience), MBA preferred
10+ Years’ experience in Sales Leadership – Account or Channel Management
Proven experience in the management of large global accounts
Google Cloud / Public Cloud experience preferred
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 Menlo Security's roadmap and technology development efforts.
The role calls for knowledge of competitive security products.
Knowledge of how to deliver comprehensive security solutions to PAN’s 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
25% Travel with ability to travel internationally
Strong communication (written and verbal) and presentation skills
"Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business.

Benefits

All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Sales LeadershipAccount ManagementChannel ManagementQuota ManagementPublic CloudGoogle CloudChannel Program ManagementSecurity Solutions DeliveryCompetitive Selling StrategiesPipeline Management

Soft Skills

Communication SkillsPresentation SkillsRelationship BuildingMotivationAdaptabilityTeam CollaborationProblem SolvingStrategic PlanningTime ManagementVirtual Team Management

Certifications

BABSMBA