Regional Sales Manager - Federal Civilian

Palo Alto Networks • Reston, VA

9d • Remote

About The Position

The Regional Sales Manager - Federal Civilian (Department of Commerce and FDIC) drives company revenue and growth by leading sales engagements and developing strategic territory plans to meet and exceed quota. The role focuses on deployments of the Palo Alto Networks Next Generation Security Platform and winning business and market share by displacing competing technologies. The position is remote and involves working with internal partners and teams to serve customers, while traveling as necessary within the territory and to company-wide meetings. New sales hires participate in FLIGHT, an immersive onboarding program combining virtual and in-person learning at company headquarters.

The position focuses on complex sales cycles, enterprise-wide deployments, and building long-standing relationships with prospective customers and executive sponsors. The manager applies consultative selling skills and knowledge of the strategic competitive landscape to position Palo Alto Networks solutions, generate and expand demand, and develop account-specific value propositions.

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 supporting 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 Civilian Agencies, specifically the Department of Commerce and FDIC.
• Successful track record selling complex solutions.
• Excellent time-management skills and ability to work with high autonomy and self-direction.
• Highly competitive, quick to ramp, extremely adaptive, and motivated to exceed production goals.
• Reliable transportation for travel to and from business meetings and events; if driving for company business, a valid driver's license must be maintained.

Responsibilities

• Drive and orchestrate complex sales cycles in collaboration with internal partners and teams.
• Build long-standing relationships with prospective customers and executive sponsors using consultative selling skills.
• Create and implement strategic account plans focused on enterprise-wide deployments.
• Position Palo Alto Networks solutions in light of the competitive landscape and customer needs.
• Generate, develop, and expand territory demand through a programmatic approach.
• Use prospect stories to create compelling, account-specific value propositions.
• Stay updated on industry news and trends and their impact on Palo Alto Networks products and services.
• Travel as necessary within the territory and to company-wide meetings.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed