Palo Alto Networks

Account Manager

• Drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
• Identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs to effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• Stay updated on industry news and trends related to Palo Alto Networks products and services
• Travel as necessary within your territory and to company-wide meetings

Major Account Manager – Mining

Manager

• Center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the Deloitte and Kyndryl sales teams
• Creation and execution of unique business plans with each potential team and business unit
• Measured primarily on the joint business executed with your Deloitte and Kyndryl across EMEA
• Work within all levels of the partner organizations focusing on developing partnerships based on the long term, 'outcome where everybody wins' strategy
• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Create services based on our emerging and established technologies increasing revenue growth
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

Senior GSI Business Manager, EMEA

Sales

• Drive the growth of Cortex and Cloud business across the region
• Build and cultivate strong customer relationships
• Take full ownership of leading strategic sales campaigns
• Engage in deep technical discussions beyond standard sales presentations
• Collaborate with cross-functional teams including sales engineers

Cortex and Cloud Sales Specialist, Commercial Select

Consultant

• Collaborate with account teams to recommend and develop customer solutions within your assigned specialization area
• Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership
• As the main technical point of contact for Cortex, you will assist and collaborate to respond effectively to RFIs/RFPs
• Lead and support customer demonstrations that showcase our unique value proposition
• Scope and lead Proof of Value (PoV) projects for prospective customers and partners based on best practices to ensure technical win in your assigned opportunities
• Drive high technical validation and PoV win rates within your assigned specialization area
• Responsible for discussing and highlighting product alignment with customer requirements and differentiation
• Architect solutions that will help our customers strengthen and simplify their security posture
• Document High-Level Design and Key Use Cases to ensure proper implementation and value realization of Palo Alto Networks Solutions
• Help our customers build and develop further their services around Cortex solutions
• Lead conversations about industry trends and emerging changes to the security landscape
• Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative
• Position Palo Alto Networks or Partner delivered services as appropriate to ensure proper implementation and value realization of Palo Alto Networks solutions
• Initiate projects to improve individual team’s performance
• Implement organizational policies & help others adopt
• Act as a conduit for customer feedback to Product Management, Technical Marketing, competitor intelligence, and R&D to create requirements and deliver product features for our customers

Domain Consultant – Cortex Cloud

Systems Engineer

• Serve as the primary technical leader for channel partners within the assigned region
• Collaborate with focus partners in the territory to develop comprehensive business plans that align to strategic objectives
• Provide technical pre-sales support to partners, including product presentations, demonstrations and solution architecture design
• Collaborate with your sales peers to identify opportunities for new partnerships and expand existing ones
• Plan and drive detailed technical training sessions for partners, ensuring they are proficient in the company’s products, solutions, and integration processes
• Support channel partners with technical issues during and after product implementation, acting as a liaison between them and the company's technical support teams
• Applies Business and Technical Acumen to design and deliver customized solutions based on partner and customer needs, ensuring alignment with company standards and best practices
• Stay updated on product roadmaps, new technologies, and industry trends to better assist partners in growing their business
• Assist in the development and deployment of channel enablement materials, such as technical guides, manuals, and webinars
• Collaborate with the product management and development teams to provide feedback on product improvements based on partner and customer feedback
• Drives results by maintaining detailed records of partner interactions, sales pipeline, and technical support provided, reporting progress to management regularly

Channel Systems Engineer – Presales

• Collaborate with account teams to recommend and develop customer solutions within your assigned specialization area
• Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership
• As the main technical point of contact for Cortex, you will assist and collaborate to respond effectively to RFIs/RFPs.
• Lead and support customer demonstrations that showcase our unique value proposition
• Scope and lead Proof of Value (PoV) projects for prospective customers and partners based on best practices to ensure technical win in your assigned opportunities
• Drive high technical validation and PoV win rates within your assigned specialization area
• Responsible for discussing and highlighting product alignment with customer requirements and differentiation
• Architect solutions that will help our customers strengthen and simplify their security posture
• Document High-Level Design and Key Use Cases to ensure proper implementation and value realization of Palo Alto Networks Solutions
• Help our customers build and develop further their services around Cortex solutions
• Lead conversations about industry trends and emerging changes to the security landscape
• Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative
• Position Palo Alto Networks or Partner delivered services as appropriate to ensure proper implementation and value realization of Palo Alto Networks solutions
• Act as a conduit for customer feedback to Product Management, Technical Marketing, competitor intelligence, and R&D to create requirements and deliver product features for our customers

Solutions Engineer

• Provide technical leadership and expertise in customer’s security transformation journey
• Define technical solutions that secure a customer’s key business imperatives
• Evangelize industry leadership in on-prem, cloud, and security operations services
• Meeting and exceeding sales quotas
• Building and implementing strategic, technical account plans
• Conducting discovery to understand key customer business requirements

Major Account Manager – Mining

Senior GSI Business Manager, EMEA

Cortex and Cloud Sales Specialist, Commercial Select

Domain Consultant – Cortex Cloud

Channel Systems Engineer – Presales

Domain Consultant – Cortex Cloud

Solutions Consultant – Presales