Channel Sales Manager - Palo Alto

Deloitte•Mclean, VA

39d

About The Position

Channel Sales Manager - Palo Alto Deloitte is currently seeking a strategic and results-oriented Channel Sales Manager to leader our national go-to-market relationship activities focused on our Palo Alto Networks ("Palo Alto") alliance, working in close alignment with the Deloitte Lead Alliance Partner (LAP) who owns the overall "sell with" alliance strategy and executive relationship. This role is dedicated to aggressively driving "net-new" sales and building pipeline by embedding the Palo Alto platform into Deloitte's largest-scale client transformations. The ideal candidate is a high-energy sales driver who thinks beyond traditional "cyber on cyber" sales lifecycle - and will be responsible for evangelizing Palo Alto as a foundational platform for secure business transformation, positioning its solutions as critical enablers for business solutions (such as Cloud and Data Migration or Application Modernization as examples). This role requires strong project management, executive-level communication, and the ability to navigate a fast-paced, matrixed organization to originate and shape individual and joint opportunities. The Team The Channel Sales Managers are members of Deloitte's Growth Platforms and a partner to our Cyber & Strategic Risk practice. This individual will work in close collaboration with our Cloud Engineering, Hybrid Coud, and Application Modernization practices, as well as Deloitte's Account Principals / Managing Directors (PMDS), and Sales Executives - and other Ecosystems & Alliances Leaders. The primary objective is to build relationships with both Deloitte and Palo Alto sales teams to drive top-of-funnel demand, qualify new leads through a defined / coordinated sales strategy, and act as a strategic advisor throughout the sales process.

Requirements

5-7+ years' experience in cybersecurity channel sales, strategic alliances, or business development, with a significant emphasis on business development, sales, and client relationship management
Deep understanding of the cybersecurity technology ecosystem (e.g., Zero Trust, SASE, XSOAR, Cloud Security, etc.) and a proven track record in a partner-led sales motion
Demonstrated ability to tie cybersecurity platforms to broader technology and business objectives (e.g., cloud migration, data center modernization, OpEx reduction, etc.)
Proficiency in Microsoft Office suite - strong Teams, PowerPoint, and Excel skills are critical
Ability to travel up to 25% (on average, based on work and the clients / industries / sectors served)
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Exceptional relationship-building skills to establish rapport, trust, and confidence with senior executive teams (both internal and external stakeholders)
A "hunter" mentality with demonstrated success originating and closing sales in a large, matrixed organization
Process-oriented project management experience and the ability to work in a fast-paced environment and manage multiple complex tasks
Excellent written / oral communication skills
Strong problem-solving, analytical, and creative problem solving skills
Self-starter mentality with the ability to act autonomously and navigate ambiguity
High-energy, a detail-oriented focus, and the ability to adapt to a changing environment.

Responsibilities

Execute the national alliance go-to-market strategy (as defined by the LAP), translating said vision into actionable sales plays and demand generation campaigns to build, manage, and implement a multi-million-dollar sales pipeline for the Palo Alto alliance. Support aspects of alliance pipeline management, including system entries, reporting, and maintenance.
Actively team with Deloitte's Sales Executives and account leadership to support their sales pursuits, serving as a pre-sales subject matter expert on the joint alliance capabilities for solutioning, proposal support, and navigating the alliance relationship. Proactively joining client discovery calls to shape and co-solution large-scale opportunities, embedding Palo Alto's platform as a core component of business / digital transformations.
Pro-actively originate, qualify, and shape net-new business opportunities by partnering with Deloitte's Cyber & Strategic Risk, Cloud, and Hybrid Technology (as examples) PMDs and Sales Executives. Concurrently, identify and drive add-on sales by expanding the Palo Alto platform footprint (including exiting Deloitte clients), demonstrating how it accelerates and secures broader business initiatives.
Develop and execute targeted go to market campaigns (e.g., strategic workshops, executive roundtables, marketing) to evangelize the joint Deloitte + Palo Alto value proposition and generate net-new demand.
Aggressively educate and enable the Palo Alto sales organization on Deloitte's cyber and transformation capabilities, building relationships to ensure Deloitte is the preferred partner for services.
Support and evangelize joint Deloitte + Palo Alto capabilities with both Palo Alto and internal Deloitte sales teams. Identify brand differentiators and create client-specific marketing materials, including proposing ideas for alliance-sponsored events, thought leadership, and client-facing eminence to further "share of voice" in the marketplace.
Support alliance management and planning process, including coordination among leadership and capturing follow-up actions to ensure sales momentum.

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