Director of CSP Sales - GCP

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 

You will lead the Palo Alto Networks sales teams for our GCP NAM co-sell motion. You and your team will focus on exceeding company revenue objectives while growing our security platform partnership with GCP. You will be responsible for building a high-performance team of Cloud Service Partner (CSP) Sales Managers that delivers results in new pipeline, incremental bookings, new customer logos, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals.  A challenge inspires you, rather than intimidates you, and you aren’t afraid of setting accelerated goals to drive you to succeed. More than that, you are motivated by empowering our partners' clients to meet their cybersecurity needs and you are driven with an encompassing passion for solutions selling. 

The Director of CSP Sales, GCP will report to the Regional Vice President, U.S. CSP Sales. You will have several coordination requirements for consistent communication and engagement with direct Sales Leadership, extended CSPs sales teams, GSIs, Go To Markets teams, Business Development, Marketing, Channels and Product Marketing/Development. This position will be knowledge expert on all aspects of their respective CSP and will be asked to present at QBRs, executive meetings, training, customer meetings and events. 

Your Impact

• Develop a national business plan with clear actions to exceed regional revenue targets and a well qualified pipeline
• Work intimately with Palo Alto Network’s field sales organization and CSP teams on engagement management and mutual success to drive new pipeline and incremental bookings
• Work closely with Regional Sales Leadership, Sales Engineering, Ecosystem teams and Professional Services teams to build complete solution based proposals 
• Deliver well-inspected, accurate weekly sales forecasts and pipeline management 
• Insure Cloud Sales Managers have well documented regional and engagement plans aligned with the CSP Sales partnership objectives and differentiated strengths of the company 
• Maintain a disciplined review of CSP Sales Managers objectives on target enterprises, including follow up on leads generated from marketing campaigns as well as leveraging own network/relationships 
• Coordinate a consistent cadence with District Sales Managers and assure execution on leveraging alliances and relationships with CSP teams in the region 
• Attend Strategic, Majors and Enterprise Account Planning sessions and QBRs to Evangelize the Palo Alto Networks Enterprise Security Platform with CSP leadership and partner communities and act as an ambassador for the CSP  partnership globally 
• Provide an escalation point for pre-sales and post sales issues for any activity with the CSP
• Manage all in region joint sell with and go to market activities with GCP
• Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports
• Facilitate co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and the GCP Sales Leadership and GCP selling teams
• Support Palo Alto Network’s regional field sales organization on engagement management with GCP
• Assist with providing content for Public Cloud training curriculum and sales enablement
• Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy
• Develop in Region annual strategic plan and performance goals for GCP
• Provide support and coordination for channel activity with GCP
• Understand and articulate GCP strategic initiatives and gain a deep understanding of the activities, roadmap and vision of GCP
• Provide an escalation point for pre-sales and post sales issues for any in region activit