Director, NAM Partnerships - Accenture

Palo Alto Networks•Dallas, TX

1d•$356,000 - $415,250•Remote

About The Position

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Requirements

Education to degree level in business or similar discipline
Minimum 5 years of sales experience in a hi-tech environment focusing on services.
Minimum 3 years in indirect sales with proven experience in partner management with System Integrators and or tier-one Value Added Partners across multiple countries including a track record of service creation.
Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence).
Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management
Strong understanding of Hyperscaler/SI GTM models
Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations
Demonstrable track record of campaign delivery.
The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
Results-oriented with a proven ability to deliver against stretch targets
Maturity to display natural team leadership as well as team player skills
Articulate verbally and in writing
Excellent presentation skills with the ability to influence at senior levels within a Partner organization
Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features

Nice To Haves

Cybersecurity experience preferred but not required
Accenture partner management experience preferred.

Responsibilities

Manage GTM activities for the Accenture Americas business, working with the Director, Americas Lead - Accenture Partnership to develop and support the GTM activities across specific segments in the GTM region (Strategic, Majors, Enterprise).
Work with in-region core and specialist sales teams, working closely with Accenture counterparts to promote joint sales plays and drive net-new business and incremental market share.
Focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts.
Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion.
Prepare and deliver partner plans and support partner business reviews.
Co-develop with the local Accenture team, with support from the Director, Americas Lead - Accenture Partnership, the Americas business plan that will provide appropriate execution steps to achieve target growth by: Accenture’s Industry Segments & Market Units Palo Alto Networks’ Sales Segments (Strategic, Majors, Enterprise).
Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
Educate the North America Accenture team on our enterprise security platform value proposition to drive growth
Build relationships with the relevant Accenture & Palo Alto Networks Regional Leads, to help support the business (training, enablement, marketing, sales, support, etc.)
Accept inbound and perform outbound telephone calls and make weekly onsite visits to regional Accenture teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building
Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans.
Ensure the right cross-functional and decision-making stakeholders at Accenture are involved in the Business Plan process and sign-off on its approval
Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
Share and communicate Accenture development needs to internal teams; translate needs into solutions
Actively work with the Accenture teams to proactively generate leads and to have Palo Alto Networks introduced to Accenture clients and prospects
Balance short-term initiatives with longer-term development objectives
Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity