Regional Sales Manager, Federal System Integrators

Palo Alto Networks•Remote - USA - VA, VA

3d•$272,000 - $374,000•Remote

About The Position

The Regional Sales Manager for Federal Systems Integrators (FSI) drives company revenue and growth by leading complex sales engagements and helping customers address challenges in their secure environments. The role is responsible for meeting and exceeding quota through strategic territory plans that target deployments of Palo Alto Networks’ Next Generation Security Platform, winning business and market share, and displacing competing technologies. The manager develops strategic account plans for enterprise-wide deployments, builds customer and executive relationships, and positions Palo Alto Networks solutions based on customer needs and the competitive landscape. The role also uses a programmatic approach to generate and expand demand, collaborates with channel partners and internal teams, and stays current on industry news and trends. Travel within the territory and to company-wide meetings is required as necessary. The position is remote and includes participation in FLIGHT, Palo Alto Networks’ immersive sales onboarding program.

Requirements

Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context.
Experience cultivating mutually beneficial relationships with channel partners and using a channel-centric go-to-market approach.
Ability to lead all aspects of the sales cycle, including uncovering, qualifying, developing, and closing new, white-space territories and accounts.
Deep knowledge of Federal Systems Integrators, such as Mitre, SAIC, CGI Federal, and SES Space & Defense.
Successful track record selling complex solutions.
Excellent time-management skills and ability to work autonomously and with self-direction.
Highly competitive, able to ramp quickly and adapt, and motivated to exceed production goals.

Nice To Haves

Active security clearance.

Responsibilities

Drive and orchestrate complex sales cycles, working with internal partners and teams to serve customers.
Initiate and develop long-standing relationships with prospective customers and executive sponsors using consultative selling skills.
Create and implement strategic account plans focused on attaining enterprise-wide deployments.
Understand the strategic competitive landscape and customer needs to position Palo Alto Networks effectively.
Generate, develop, and expand territory demand through a programmatic approach.
Use prospect stories and account-specific insights to create compelling value propositions.
Stay updated on industry news and trends and how they affect Palo Alto Networks products and services.
Travel as necessary within the territory and to company-wide meetings.