Cortex Area Sales Representative
vor 3 Wochen
Company Overview
Our Purpose
At Palo Alto Networks, our mission is at the core of everything we do:
To be the preferred cybersecurity partner, safeguarding our digital existence.
We envision a future where each day is more secure than the last. Our company is founded on the principles of challenging norms and innovating within the cybersecurity landscape, and we seek individuals who are equally passionate about shaping the future of this field.
Work Philosophy
We prioritize flexibility and choice in all our employee programs. We have redefined the conventional perspective that all employees share identical needs and desires. We provide personalized options, allowing our team members to select what best suits them, from wellness support to professional growth and beyond.
Role Overview
Your Career Path
Serve as the primary business partner for Cortex within the AVP's (Area Vice Presidents) alongside the Cortex VP for designated regions. You will hold comprehensive responsibility for overall business performance, go-to-market (GTM) success, deal closures, and customer engagement within the area. This pivotal regional position entails leadership within the theater and will be integrated into the regional management teams, carrying the Cortex quota and ensuring the health of the Cortex business in the assigned areas.
Collaborate with Product GTM teams to develop and proactively drive Cortex sales initiatives and programs tailored for the respective regions, working closely with AVP's, District Sales Managers (DSM's), and account representatives. You will own and cultivate the Cortex identity and community within the designated areas and across the theater.
Your Contributions
Customer Engagement and Visibility- Engage significantly in large emerging deals to ensure accurate positioning of use cases and delivery of the value proposition.
- Manage key sales stages in the sales cycle for these opportunities.
- Participate in Executive Briefing Center (EBC) customer roundtables, industry events, and other external engagements, representing Palo Alto Networks' strategy in Security Operations Center (SOC) transformation.
- Attend monthly Cortex QSR's to deepen understanding of how our clients utilize the Cortex platform and XSIAM platform, benefiting our Account Teams and Specialist Representatives, while enhancing our storytelling capabilities.
- Track participation rates in Cortex pipeline creation/bookings and identify best practices from successful areas while addressing underperforming districts. Business Performance Management
- Establish and monitor key performance indicators (KPI's), participation rates in Cortex pipeline creation/bookings, and sales metrics, analyzing data to identify trends, opportunities, and areas for improvement in underperforming districts.
- Collaborate with Cortex VP and Core AVP's to define sales acceleration goals and objectives for AVP's and DSM's.
- Work closely with DSM and Specialist Representatives to manage and enhance the sales pipeline and lead generation activities.
- Align and strategize the GTM specifics of various products, including new offerings and associated routes to market. Sales Process and Program Optimization
- Assess and refine the sales process to pinpoint areas for enhancement, streamline workflows, and boost efficiency.
- Develop Cortex campaigns and selling initiatives to achieve adoption and growth objectives for Cortex, supporting their execution.
- Identify internal bottlenecks and streamline processes with GTM, Sales Operations, and IT support.
- Foster collaboration with cross-functional teams, including Marketing, Renewal, Ecosystem, Deal Desk, Sales Operations, Services, and Finance, ensuring alignment and support for sales initiatives. Community Engagement and Development
- Provide coaching and mentorship to sales leaders, promoting a culture of continuous learning and development.
- Support training programs alongside the Sales Enablement Team and GTM, equipping Account Teams and Specialist Representatives with essential skills and knowledge to meet sales targets.
- Conduct regular assessments of Account Teams/Specialist Representatives to identify strengths, weaknesses, and areas for improvement. Market Insights and Competitive Analysis
- Stay informed on market trends, competitor activities, and customer needs to influence GTM and our sales strategies.
Qualifications
Your Background
Proven track record of achieving sales objectives through effective leadership. Demonstrated experience managing large, complex SIEM/SOC deals in the CEUR region. Strong preference for sales management experience. Familiarity with channel/partner sales models. Proven ability to engage effectively with VP/C-level contacts. Proficient in analyzing sales and market data to prepare strategic action plans and sales campaigns. Deep understanding of enterprise sales methodologies (e.g., MEDDIC) and the ability to coach others. Established cross-functional relationships with internal teams, clients, and partners.Additional Information
The Team
Our GTM team collaborates closely with large organizations globally to safeguard their digital environments. We educate, inspire, and empower potential clients on their security journey.
As a member of our GTM team, you will have access to exceptional systems and tools, continually updated research, and a collaborative team focused on mutual success. Our commitment to your success is unwavering, with everyone contributing to solutions selling, learning, and development. In our Sales team, you will thrive in a solutions-oriented environment, finding fulfillment in partnering with clients to address complex cybersecurity challenges.
Our Commitment
We are innovators who dream big, take risks, and challenge the status quo in cybersecurity. Our mission cannot be fulfilled without diverse teams working together to innovate.
We are dedicated to providing reasonable accommodations for all qualified individuals with disabilities. Palo Alto Networks is an equal opportunity employer, celebrating diversity in our workplace. All qualified applicants will receive consideration for employment without regard to any legally protected characteristics.
All information will be kept confidential in accordance with EEO guidelines.
Immigration Sponsorship Eligibility: No. Please note that we will not sponsor applicants for work visas for this position.
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