Senior Manager, KPMG NAM Sales Alliance Lead

Palo Alto Networks • Boston, MA

12h • Remote

About The Position

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. You will manage GTM activities for the KPMG Americas business, working with the Director, Americas Lead – KPMG Partnership to develop and support GTM initiatives across specific sales segments in the region (Strategic, Majors, Enterprise). The GTM Manager will partner closely with in-region core and specialist sales teams, collaborating with KPMG counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable business outcomes, including increased bookings and new customer acquisition through coordinated sales and marketing efforts. You will collaborate with cross-functional internal and partner teams to drive GTM sales, marketing, and enablement initiatives, while preparing and delivering partner business plans and supporting Quarterly Business Reviews (QBRs).

Requirements

• Bachelor's degree in Business or a related discipline.
• Minimum of 8 years of sales experience in a high-tech environment with a focus on services.
• Minimum of 3 years of indirect sales experience with proven success managing Global or Regional System Integrators and/or Tier 1 Value-Added Partners across multiple countries, including a track record of building and growing services-based partnerships.
• Proven ability to develop and execute sales campaigns across multiple Routes-to-Market (e.g., Influence, Resale, MSSP).
• Experience implementing structured sales methodologies across the full sales lifecycle, including opportunity identification, qualification, business development, order fulfillment, and ongoing account management.
• Strong understanding of Global System Integrator (GSI) and Hyperscaler go-to-market models.
• Understanding of gross margin, margin blend, and the ability to conduct executive-level (CxO) business conversations.
• Demonstrated history of successfully delivering sales campaigns and consistently achieving or exceeding business objectives.
• Excellent consultative selling, negotiation, qualification, and closing skills.
• Results-oriented with a proven ability to deliver against ambitious growth targets.
• Strong leadership presence with the ability to influence cross-functional teams while operating as a collaborative team player.
• Exceptional written and verbal communication skills.
• Excellent presentation and executive engagement skills, with the ability to influence senior leaders within KPMG .
• Commercially astute, with the ability to position Palo Alto Networks' solutions based on business outcomes as well as technical capabilities.

Nice To Haves

• Cybersecurity experience is preferred but not required.
• KPMG partnership management experience is strongly preferred.

Responsibilities

• Co-develop, alongside the local KPMG team and with support from the Director, Americas Lead – KPMG Partnership , the Americas business plan that defines execution strategies to achieve targeted growth across: KPMG's Industry Segments & Market Units Palo Alto Networks' Sales Segments (Strategic, Majors, Enterprise)
• Establish a regular cadence of relationship-building activities, leading "partner peering" initiatives to strengthen executive and field-level engagement.
• Support joint pipeline development by facilitating deal collaboration, providing weekly tactical support for order processing and management, and ensuring purchase orders are submitted in alignment with Salesforce forecasts.
• Educate the North America KPMG team on Palo Alto Networks' enterprise security platform and value proposition to accelerate joint business growth.
• Build strong relationships with key KPMG and Palo Alto Networks regional leaders across Sales, Marketing, Technical, Support, and Enablement functions.
• Conduct inbound and outbound outreach while making regular onsite visits to regional KPMG teams to identify new sales opportunities, grow pipeline, and strengthen partner engagement.
• Collaborate with joint country leadership (Sales, SE, Marketing, Channel) to execute local business plans while ensuring the appropriate cross-functional stakeholders at KPMG participate in business planning and approvals.
• Develop and lead Quarterly Business Reviews (QBRs) with stakeholders from both organizations to measure progress against shared business objectives.
• Capture and communicate KPMG's business needs internally, translating partner requirements into actionable solutions.
• Proactively engage with KPMG teams to generate new opportunities and increase introductions of Palo Alto Networks solutions to KPMG clients and prospects.
• Balance short-term revenue initiatives with long-term strategic partnership development.
• Partner with the sales organization on tactical deal strategy, pricing, and leveraging investment funds and enablement resources.

Benefits

• The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior