Sr Manager, Revenue Acceleration, Cortex and Cloud

Palo Alto Networks

2d•$158,000 - $255,000

About The Position

The Senior Revenue Acceleration Manager will own many of the critical functions that underpin sales success, including strategy & prioritization, vertical expertise, sales planning, management of our largest programs, campaigns, and transformation initiatives. This role is a significant driver of company revenue and growth and coordinates the activities of all cross-functional teams, with close alignment to business development and our ecosystem of technology and channel partners. This role will support our business across North America, reporting to the Director of Revenue Acceleration within Next Generation Security.

Requirements

10+ years of senior revenue/management/sales leadership roles at technology companies, in cybersecurity or adjacent technologies, with specific experience in 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 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.
The ability to adapt to changing circumstances, evolving priorities, and new technologies.
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.
Outstanding communication and presentation skills - must be comfortable interacting extensively with executive staff, leadership, and customers.

Responsibilities

Drive the creation and modification of strategic plans at the segment, individual and market level in concert with our corporate strategy team and vertical sales leadership. The strategic focus of the role will drive transformation, scale and execution of the North American business within Next Generations Security.
Partner tightly with the VPs of Sales to bring the Next Generation security strategy to life.
Must have background in revenue leadership to support top deal creation, provide thought leadership, and coach both sellers and leaders.
Hiring strategy with RVP/DSMs, succession planning and building their bench in region/district.
Performance management - WAR: stack rankings/top leveling and identifying vulnerable talent.
Support and optimize the team’s deployment of formal cadences of Territory, Accounts (ASR) and Opportunity planning/deal reviews, anchored on MEDDIC and other sales methodologies.
Steward of data; reporting and insights for all supporting regions aligning with Next Generation Securities deployment model.
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, interpretation of 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 for approved projects that focus efforts on the most important opportunities - E.g. Big Deal/Cortex wins - repeatable process w/ enablement, special planning w/ Industries, Marketing, and channel.
Maintain tight relationships with executive and functional leaders (marketing, channels, operations, product management, learning & enablement, etc.) to assure continuous support and strategy.