Sales Specialist - SASE

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Job Description

Your Career

As a SASE Sales Specialist, your primary responsibility will be to drive revenue growth by identifying and pursuing new business opportunities with some of our largest PANW accounts in your Area. You will closely collaborate with our existing sales Account Teams, strategizing on effectively penetrating strategically targeted accounts. Your primary focus will be understanding and influencing customer challenges and pain points, qualifying their needs more effectively, building solid relationships with potential clients, and delivering exceptional customer experiences.

You will aggressively develop and drive SASE sales, leveraging relevant sales programs for your targeted list of strategic accounts (no more than 10 in each Area, defined and agreed by the Area VP and SASE VP). Additionally, you will lead specific internal initiatives to enhance your storytelling for more significant impact (for instance, WIN/LOSS reviews for every deal above 500K and Deal Reviews) by structuring and developing a knowledge base for the sales organization and, above all, continuously improve our industrialized sales process/plays.

Lastly, as a Tiger Team Representative, you will be expected to participate in and lead some office hours sessions to support the skill development of our Account Teams.

Your Impact

• Customer Activities and External Exposure
  • Involvement in significant nascent mega deals, ensuring proper positioning of use cases, and delivering the value proposition effectively
  • Participation in External Events - Engaging in EBCs, Customer Roundtables, Industry events, and other external gatherings to represent Palo Alto Networks' Zero Trust & SASE Strategy
• Prospecting and Lead Generation
  • Conduct extensive market research to understand customers’ needs and determine key decision-makers - Utilize various channels, including cold-calling, networking events, social media, and referrals, to generate a robust, influential, well-qualified pipeline
• Sales Presentations
  • Develop compelling sales pitches and presentations tailored to address prospects' specific needs and pain points - Effectively communicate our company's SASE value proposition and unique selling points
• Relationship Building
  • Cultivate and maintain strong relationships with prospects and strategic partners - Understand their evolving requirements and provide consultative sales approaches to address their challenges effectively
• Collaboration and Alignment
  • Collaborate with the Account Team, Marketing, BVC, Services, GTM, and Product Management to provide feedback on customer preferences (market trends) and potential areas for growth - Share insights to refine sales strategies and tactics continually - Develop and Strategize complex sales opportunities successfully
• Sales Reporting
  • Maintain accurate and up-to-date records of sales activities, prospect interactions, and deals in SFDC - Generate regular sales reports and performance analyses for management review
• Sales Enablement Support
  • Assist in designing and implementing training programs in collaboration with the Sales Enablement Team & GTM, and provide tools and resources to empower the Account Teams and Specialist Reps with the essential skills and knowledge required to reach their sales targets
  • Offer guidance, coaching, and assistance to the Account Executives and Partners, cultivating an environment of ongoing learning and professional growth

Qualifications

Your Experience

• Proven track record of success in Enterprise Sales with a strong drive for results
• Minimum experience in Enterprise Sales, preferably focusing on managing deals of $5M or more
• Previous experience selling SASE solutions/platforms (or technologies such as SWG, CASB/DLP, FWaaS, SD-WAN, and ZTNA) or