Director, Sales Business Development Accenture

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

Your Career

The Accenture Sales Business Development leader will be responsible for strategy and partnership development globally. This role will require ability to cultivate strategic relationships with Accenture globally, identify new revenue opportunities, and ensure successful outcomes including technical integration, enablement, and go-to-market execution. By combining a strong understanding of cybersecurity with exceptional business and partner management skills, you will help accelerate revenue for Accenture services and Palo Alto Networks. 

Your Impact

Strategy:

• Works cross-functionally to develop new strategies to drive revenue together.

• Owns development of new GTM strategy, supports MD-owned business plan and driving Cross-Ecosystem initiatives

• Owns Partner Plan - including business case and justification for investments.

• Supports VP/GM Partner Manager (if role exists) on projects and key initiatives.

• Ensures partner stakeholders exist that support plan across executive, sales, product, support and operations teams'

• Develops and maintains strategic and executive relationships with assigned GSI partner.

Offer Development:

• Able to work with offer development and security architect teams to customize adoption of Palo’s pre-built offerings and programs with GSI

• Provide oversight and executive sponsorship as projects move through service creation, channel and GTM teams

• Owns NPI Launch program for offers from a business perspective - is able to partner with SA/Technical lead and Offer development team closely on end to end launch programs with GSI.

Partnership Management:

• Works with Ops to report weekly numbers, attainment to targets by region and has overall understanding of the business, focus regions and execution of the business plan.

• Manages weekly pipeline review and ensures pipeline supports global targets

• Project manages all global workstreams with cross-functional teams including: BD Sales, Offer Development, Marketing, Finance, GTM Sales, etc to ensure priorities and alignment on global plan and track execution by owner.

• Regularly meets with GTM stakeholders to track progress and ensure feedback loop.

• Owns global budget for partner and finance collaboration (including proof of performance processes). Works with GTM and ensures global view and alignment with Finance team on quarterly budgets (Tierra/Amanda)

• Owns contracts globally and tracking new agreements working closely with legal team

• Leads quarterly pipeline and bookings reviews with stakeholders, setting clear targets for new customer acquisition, competitive displacements, and expansion opportunities

• Owns meeting cadence plan across teams globally and identifies and addresses gaps regularly to ensure business scale

• Partners with GM / MD on execution of EBCs and monthly, quarterly meetings.

Marketing & GTM:

• Together with Marketing: owns content development for "GTM sales kit" that includes: comprehensive training, tool