Cybersecurity Solutions Manager
hace 1 mes
About the Role
Palo Alto Networks is seeking a highly skilled Cybersecurity Solutions Manager to join our EMEA & LATAM Services Sales team. As a member of this team, you will be responsible for partnering with our Core Sales Team, our Specialist Sales Teams, and our Partner Ecosystem to position and sell value-added services across your geographic region. These services include both Professional Services and Advanced Support Services. You will employ excellent collaboration, influence, presentation, and strategic selling skills to define solutions that address customer needs, maximizing revenue and growth opportunity for Palo Alto Networks.
Your Impact
Strategically drive new business in selected accounts in close collaboration with Core & Speciality Account Teams, to maximize services and overall revenue opportunity. Develop appropriate services wrapper around identified customer requirements. Leverage Palo Alto Networks Services intellectual property to create 'net new' requirement and opportunity. Leverage knowledge of Cyber Security market and trends. Leverage consultative sales skills to assess and educate customers on the value of our best practice approach to achieving their desired technology and business outcomes. Advance sales pursuits in a needs-based, participative manner, including consultative dialog and cross-functional engagement (Customer, Partner, and Palo Alto Networks), including facilitation of workshops. Build in-depth knowledge of clients' business priorities, challenges, and initiatives that can be translated into Palo Alto Networks solution opportunities. Develop relationships through value contribution across Core and Speciality Sales teams. Leverage relationships within Global and Regional Delivery Practices to apply innovation and Intellectual Property to address customer needs. Develop necessary trust to independently lead services sales campaigns within large accounts. Own and deliver the services elements of RFP's (tenders). Contribute to Statements of Works, including services engagement plans, levels of effort, and commercial approach. Ensure accurate sales forecasting and pipeline hygiene.
Qualifications
You have an excellent grasp of the overall IT Security landscape and are able to comfortably speak on relevant current and future industry trends. You have a demonstrable track record of driving strategic services into new and existing accounts while consistently achieving or exceeding quarterly and annual goals. You are an effective and credible storyteller with a strong ability to map customer challenges to capabilities, and can link those conversations back to business outcomes. You have excellent written, verbal, and presentation skills allowing you to engage client audiences ranging from technical implementers up through CISO/CIO levels. 10+ years external Sales/Pre-sales/Service Delivery experience in large enterprise customer settings. Background in Cyber Security (either Network Security and/or SecOps) highly preferred. Experience working with Channel Ecosystem and understanding of a channel-centric go-to-market approach. Superb organizational and prioritization skills.
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