Senior Manager, Revenue Acceleration

About the position

The Revenue Acceleration Manager owns many of the critical functions that underpin our sales success, including strategy & prioritization, vertical expertise, sales planning, and management of our largest programs, campaigns, and transformation initiatives. This role is a significant driver of company revenue and growth, and coordinates the activity of cross-functional teams, with especially close alignment to the business development, and our ecosystem of technology and channel partners. This role supports our business across the US customers. The person in the role will report to the Senior Vice President of US Commercial Sales Segment Leadership.

Responsibilities

• Drive the creation and modification of our strategic plans at the segment individual and market level, in concert with our corporate strategy team and vertical sales leadership.
• Partner tightly with the SVP of Commercial Sales to bring the PANW GTM strategy to life.
• Support top deal creation, provide thought leadership, and coach sales leaders and sellers.
• Manage hiring strategy with RVP/DSMs, succession planning and building their bench in region/district.
• Performance management - WAR: stack ranking/top leveling and identifying vulnerable talent.
• Support and optimize the team’s deployment of a formal cadence of Territory, Account (ASR) and Opportunity planning/deal reviews, anchored on MEDDIC and other sales methodologies.
• Partner closely with Operations and Strategy, Enablement, Marketing, Industry, Business Value, Cortex/Cloud Acceleration, Services, Solution Architects, and Partner Channel development of field sales campaigns and execution.
• Drive the collaboration of the leadership team by leading weekly staff calls, provide prescriptive and predictive data analytics to run the business, and designing routine leadership offsites to support enablement and planning.
• Own the establishment and continuous evolution of the 'operating system' or playbook for how we run sales, including transformation initiatives, and NSTAFF special projects.
• Gain leadership support for and participation in the formal prioritization process and approved project lists that focus our effort on the most important and opportunities.
• Maintain tight relationships with executive and functional leaders to assure continuous support and strategy.

Requirements

• 10+ years of senior management/sales leadership roles at technology companies, in cybersecurity or adjacent technologies.
• Specific experience in hardware to software migration and platform selling.
• Experience leading or a nuanced understanding of sales management, planning, and methodologies.
• Demonstrated skill(s) in strategic planning and leading execution of plans.
• In-depth understanding of enterprise business, customers, missions, solution needs, and programs.
• Demonstrated experience leading change management in a complex, matrixed organization.
• Strong understanding of program and project management methodologies, best practices, and tools.
• Outstanding communication and presentation skills.

Nice-to-haves

• Proven knowledge of and ability to navigate the ecosystem of distributors, VARs, system integrators and other technology partners that operate in the cybersecurity business.
• Experience in addressing resistance to change and ensuring seamless transitions in organizational design program implementation.

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees.
• Mental and financial health resources.
• Personalized learning opportunities.
• Restricted stock units and a bonus.