Senior Manager, KPMG NAM Sales Alliance Lead

Palo Alto Networks•Boston, MA

2d•$261,000 - $358,500•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. Job Summary Your Career 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). Your Impact 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.

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.