Manager, Revenue Acceleration

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Job Description

The Manager, Revenue Acceleration 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 drives field sales strategy & execution by leveraging sales planning motions to accelerate revenue growth, optimize resource leverage, and achieve portfolio sales outcomes. We are looking for a proven, strategic thinker and doer to align with our Commercial sales segment. 

Your Impact

• Exhibit thought leadership and experience with complex Commercial selling process, methodology, opportunity development and execution to amplify best practices

• Lead ongoing territory planning and opportunity reviews to drive effective short and long-term action plans

• Fuel intra-team collaboration and thoughtful resourcing

• Exhibit relationship management consulting approach: create and maintain relationships, rapport and credibility with sales leaders and sales teams to consult, advise and support toward achievement of goals

• Leverage data for insight, making course corrections as needed to achieve and amplify desired results

• Demonstrate necessary business acumen to build compelling customer business cases and proposals

• Apply critical thinking and consultative means to influence without authority

• Develop, maintain and help evolve impact reporting with focus on leading indicators of business health as well as growth and bookings outcomes

• Link Commercial sales and customer success plans to PANW’S transformational initiatives & organizational strategies as they evolve

• Participate in key Commercial sales development programs and forums (Business Value Consulting engagements, Sales Advisory Boards, Sales Councils, etc.) 

Qualifications

Your Experience 

• 10+ years of senior management/sales leadership roles at technology companies, in cybersecurity or adjacent technologies, with 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 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 or