GTM Manager, CDSS

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description

Your Career

We are looking for a GTM Manager, CDSS for the Americas to drive several upsell program efforts and work across functions to ensure successful Go-To-Market plays for our Cloud Delivered Security Services and to extend our success in the cybersecurity market. We are looking for a person who thrives in a fast and collaborative environment and has a proven track record as a strategic doer and organizer.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.

Your Impact

• Build upsell pipeline by engaging our installed base of NGFW customers
• Build and Develop strong cross functional relationships with Sales Leaders, Account Teams, Customer Success, Channel Partners, and Renewals to support sales strategies for CDSS
• Work directly with sales to align our resources and assist in identifying, pursuing, and progressing upsell and cross sell opportunities
• Enable key stakeholders on the promotions, programs, pricing, and value positioning of CDSS working alongside the sales organization - Act as a liaison to collect feedback from key business partners and create an action plan to address any gaps
• Use data and account analysis to develop strategies and recommendations into highly effective, compelling presentations to various audiences, including customers and executive leadership
• Report and track on program success and performance

Qualifications

Your Experience

• 3+ years of sales experience and a proven track record of pipeline and bookings generation
• Knowledge of the Cybersecurity product landscape and enterprise B2B sales highly desired
• Outstanding communication and presentation skills - must be comfortable interacting extensively with executive staff, leadership, and customers
• A self-starter and leader with strong business judgment and demonstrated understanding of the sales process
• Demonstrated ability to work cross-functionally with multiple organizations and field sellers
• Strong business acumen capable of communicating ROI, explaining pricing and packaging models, and the ability to articulate key product features to use cases and benefits

Additional Information

The Team

Our GTM team members work hand-in-hand with our sales team to help large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our GTM team, you are the tip of the spear to drive our NRR flywheel and you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. 

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive considerati