Public Sector Sales Excellence Manager

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!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Job Description

Your Career

As a Public Sector Sales Excellence Manager you will primarily focus on Sales Plays within the cybersecurity industry, your key responsibilities encompass designing, implementing, and overseeing sales plays. You'll work closely with sales, system engineering, marketing, product management, the channel, and other cross-functional teams to craft and execute targeted strategies aimed at driving measurable pipeline, revenue growth, and market penetration. The ideal candidate has Public Sector vertical expertise, especially Federal expertise, and a mix of project management prowess, strategic acumen, and sales expertise Additionally, you'll engage in secondary Go-To-Market (GTM) programmatic activities, including managing our FedRAMP Certification internal webpage.

Your Impact

• Programmatically drive pipeline, revenue, and market penetration growth through sales plays.

• Sales Play Strategy - Identify market segments, personas, competitor activities, market trends, include customer/partner feedback, and other key factors.  

• Sales Play Design - Develop tailored playbooks for target segments, detailing activities, messaging, and collateral.

• Cross-Functional Coordination - Ensure team alignment, track sales play performance, and adjust processes as needed.

• Training, Execution, Optimization - Implement and refine sales plays to meet key metrics.

• Stakeholder Communication - Engage leadership and stakeholders, share best practices, and gather feedback.

• Driving incremental revenue via Go-To-Market (GTM) programmatic activities, including managing our FedRamp Certification internal webpage.

Qualifications

Your Experience 

• 9+ years experience in sales play program management, operations, or enablement in tech, and ideally Public Sector Federal exposure.

• Strategic focus on results, including pipeline, revenue, and market penetration attainment.

• Proven track record orchestrating sales play inception, execution, and impact.

• Bachelor's in  engineering, business, marketing, or related field; MBA preferred.

• Strong communication skills to motivate cross-functional teams.

• Experience managing multiple projects in a fast-paced setting.

• Strong analytical skills with advanced proficiency in Google Sheets or Microsoft Excel.

• Familiarity with sales methodologies (e.g., Challenger Sale, MEDDIC) and CRM systems (e.g., Salesforce).

Additional Information

The Team

Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers and help them understand how our products can