Cortex Sales Manager
vor 3 Wochen
Company Overview
Our Purpose
At Palo Alto Networks, our journey begins and concludes with our purpose:
To be the preferred cybersecurity ally, safeguarding our digital existence.
We envision a future where each day is more secure than the last. Our organization is founded on the principles of challenging and transforming the conventional approaches, and we seek innovators who share our commitment to redefining the cybersecurity landscape.
Our Work Philosophy
We prioritize flexibility and choice in all our employee programs. We have revolutionized the traditional perspective that all employees share identical needs and desires. We provide personalized options, allowing our team members to select what suits them best—be it wellness support, professional growth, or beyond.
Role Overview
Your Path
Serve as the primary business partner for Cortex with Area Vice Presidents (AVPs) alongside the Cortex Vice President for designated regions. You will be fully accountable for the overall business performance, go-to-market (GTM) success, client engagement, and deal management within the area. This pivotal regional position will provide leadership and be integrated into the regional management teams, carrying the Cortex sales targets and ensuring the health of the Cortex business in the respective regions.
Collaborate with Product GTM teams to formulate and actively promote Cortex sales initiatives and programs tailored for the specific regions, working closely with AVPs, District Sales Managers (DSMs), 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 throughout the sales cycle for these opportunities. Participate in Executive Briefing Center (EBC) customer roundtables, industry events, and other external gatherings, representing Palo Alto Networks' strategy in Security Operations Center (SOC) transformation. Contribute to monthly Cortex QSRs to enhance understanding of customer utilization of the Cortex platform and XSIAM platform, benefiting our Account Teams and Specialist Representatives. Business Performance Management - Establish and monitor key performance indicators (KPIs), participation rates in Cortex pipeline creation/bookings, and sales metrics. Analyze data to identify trends, opportunities, and areas for improvement in underperforming districts. Collaborate with Cortex VP and Core AVPs to define sales acceleration objectives and milestones for AVPs and DSMs. Sales Process Optimization - Assess and refine the sales process to pinpoint areas for enhancement, streamline workflows, and boost efficiency. Develop Cortex campaigns and selling initiatives to meet adoption and growth targets, supporting their execution. Identify internal bottlenecks and streamline processes with GTM, Sales Operations, and IT support. Community Development and Support - Provide coaching and mentorship to sales leaders, fostering a culture of continuous learning. Support training programs alongside the Sales Enablement Team and GTM, equipping Account Teams and Specialist Representatives with the necessary skills to meet sales objectives. Market Intelligence - Stay informed on market trends, competitor activities, and customer needs to influence GTM and sales strategies.Qualifications
Your Background
Proven track record of achieving sales targets through leadership and personal initiatives. 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 stakeholders. Proficient in analyzing sales and market data and preparing strategic action plans. Deep understanding of enterprise sales methodologies (e.g., MEDDIC) and the ability to coach others. Established solid cross-functional relationships across internal teams, clients, and partners.Additional Insights
The Team
Our GTM team collaborates closely with large organizations globally to safeguard their digital environments. We educate, inspire, and empower our potential clients on their security journey.
As a member of our GTM team, you will have access to exceptional systems and tools, continuously updated research, and a team dedicated to collective success. Our commitment to your success is unwavering—everyone contributes to solutions selling, learning, and development. In our Sales team, you will thrive in a solutions-focused environment, finding fulfillment in addressing complex cybersecurity challenges.
Our Commitment
We are innovators who dream big, take risks, and challenge the status quo in cybersecurity. We recognize that we cannot fulfill our mission without diverse teams working together.
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 various legally protected characteristics.
All information will be kept confidential according to EEO guidelines.
Immigration Sponsorship: This role is not eligible for immigration sponsorship.
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