Sales & Program Executive, Cortex (Germany)
vor 2 Monaten
**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
**Job Description** Your Career**
Act as primary Cortex business partner for AVPs (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 AVPs, DSMs (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 EBCs, customer roundtables, industry events, and other external events, representing Palo Alto Networks' strategy in SOC transformation/Zero Trust Strategy
- QSR Participation -** **Monthly participation in Cortex QSRs to enhance understanding of how our customers utilize the Cortex platform and XSIAM/Prisma Access SD-WAN 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 (KPIs) 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) AVPs to define sales acceleration goals and objectives (cf. Goals & Milestones for AVPs and DSMs)
- 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 pr
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