Prisma Cloud Sales Specialist, Enterprise

About the position

You will join an exciting and high growth business unit with Palo Alto Networks positioning the industry's most comprehensive cloud native security platform, with the industry's broadest security and compliance coverage for applications, data, and the entire cloud native technology stack throughout the development lifecycle and across hybrid and multi-cloud environments. In this role, you will be responsible for managing a territory focusing on Major Accounts. Working closely with Palo Alto business partners and driving sales for our Prisma Cloud security solutions, into new and existing customers. It is expected that you deliver or exceed your sales targets in both new business and renewals for ACV and TCV bookings. The role expects you to define your territory, strategies and then lead local execution and in alignment to company strategies and tactics with its Cloud Provider partnerships including, but not limited to, Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP), Accenture and IBM.

Responsibilities

• Win new logos, renew existing customer and expand business within your territory
• Achieve ACV sales quotas on a monthly and quarterly basis
• Present regular/accurate forecasting for review
• Track and report on all opportunities, pipeline, and bookings to provide forecast reports to region management
• Engage with the local Cloud Provider (AWS, Azure, and Google) sales programs and joint activities
• Develop, share and implement standard methodologies and account strategies to increase our sales penetration of Cloud Security into our top accounts
• Engage with customers to identify and progress opportunities whilst delivering subject matter expertise on Cloud & Cloud Native Security solutions
• Qualify and progress leads and opportunities through the sales cycle to closure
• Establish and maintain effective relationships with channel partners
• Keep up-to-date knowledge of Cloud Computing, DevOps & Cloud Native technologies as well as the competitive position of the company
• Conduct consistent training and communications for the sales and channel teams as well as joint engagement within the wider organisation
• Contribute to the larger Palo Alto Network's Cloud & Cloud Native strategy by providing regional specific intelligence and reporting
• Apply subject matter expertise in training, QBRs, enablement, and other engagement activities
• Gather 'Voice of Customer' and competitive intelligence and share with theatre and global Cloud organization
• Help build and project Palo Alto Networks position as the number one enterprise cloud security company

Requirements

• 5+ years' experience exceeding sales quota as a Major or Large Account Manager, Channel Account Manager, or Territory Account Manager for a multinational company
• Sales excellence - ability to demonstrate planning, strategy, qualification and execution
• Deep understanding of cybersecurity selling experience
• Prior experience selling SAAS or Cloud solutions
• Existing relationships within one or all Public Cloud Providers (AWS, Azure, Google) is preferred
• Understanding of DevOps, containers/kubernetes, CI/CD and the cloud native technology ecosystem
• Excellent communication skills including strong verbal and written skills and proven presentation skills being able to articulate complex topics
• Experience with target account selling, solution selling, and consultative sales techniques

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees
• Mental and financial health resources
• Personalized learning opportunities