Unit42 Sales Enablement Lead

<h3>Company Description</h3><p>At Palo Alto Networks® everything starts and ends with our mission:</p><p>Being the cybersecurity partner of choice, protecting our digital way of life.</p><p>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.</p><p>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.</p><p><strong>Our Approach to Work</strong></p><p>At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!</p><h3>Job Description</h3><p><strong>Your Career</strong></p><p>Our Unit 42 organization is one that’s dynamic, high energy and highly collaborative. If you have an inner entrepreneurial spirit, comfortable working in fast-paced environments and yearn for hands-on impact then this organization is the right one for you.</p><p>You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success in this role will span the creation and execution of unique business plans in your region in partnership with other Palo Alto Networks Core sales organizations and channels. Your responsibilities will include finding and generating new customers, growing existing accounts and partnerships. You develop new accounts and/or expand existing accounts within an established geographic territory, industry, product segment or channel.</p><p> </p><p><strong>Your Impact</strong></p><ul><li>Directly drives revenue impact by exceeding bookings goals of assigned partners and new initiatives</li><li>Identify, create, and implement a comprehensive account strategy to develop new business and drive expansion growth with enterprise customers across your territory, including channel partner</li><li>Scope, negotiate and close enterprise contracts to exceed all bookings and revenue targets </li><li>Establish access and create positive business relationships with key executives and senior-level decision-makers (typically CISO, CSO, and CIO level)</li><li>Apply your knowledge of the cybersecurity industry, market landscape, technology, product, and processes to educate prospective and current customers on the business value of Unit 42’s offering and services</li><li>Collaborate cross-functionally with key internal stakeholders (Field Sales, Marketing, Sales Operations, Product Management, Engineering, Pre/Post Sales, and Finance) to drive product adoption in target accounts</li><li>Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Expanse’s solutions in the market</li><li>Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership</li></ul><h3>Qualifications</h3><p><strong>Your Experience</strong></p><ul><li>Experience in Business Development and Sales roles within the cybersecurity industry</li><li>Track record exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Enterprise seller focused on F1000 accounts in high growth companies</li><li>At least 7 years of experience selling Enterprise Security solutions: SOC security-based products/services (such as Incident Response, Breach Management, Malware/Exploit Prevention, Anti-Virus, White Listing, SIEM, and other techniques) or SAS, Behavior Analytic or Logging tools; preferably Subscription or SaaS solutions as a direct contributor. Solutions related to Security Operations / SIEM / SOAR or adjacent solutions focused on Data / ML and automation preferred</li><li>Deep understanding of channel partners and a channel-centric go to market approach in your region</li><li>Knowledgeable in MEDDIC and Complex Solution Sales methodology and proven ability to sell complex enterprise software solutions to large and sophisticated enterprises at 6-figure transaction sizes and greater</li><li>In-depth knowledge of how specific ind