Strategic Offer 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

GTM Acceleration is a strategic, consultative team and is a critical member of Palo Alto Networks' organization. We engage with Fortune 1000 customers to build and deliver strategic business justification to be their digital transformation cybersecurity partner. 

You will drive success by leading and collaborating with cross–functional teams composed of sales leaders, solution consultants, and representatives from various business units and functional groups. This role offers a platform to showcase your expertise in sales strategy, consultative discovery, and engagement execution. You'll excel in areas such as business analysis, problem solving, program management, executive communication and consensus building. As we pivot towards helping our customers achieve a platformization transformation, you'll spearhead the development and execution of cross–platform deals, driving sales across our diverse portfolio. 

This position reports to Senior Director NetSec Sales Acceleration. 

Your Impact

• Drive Enterprise Agreement Sales – Proactively support and/or lead customer sales opportunities towards Enterprise Agreements. This will primarily require very strong tactical analytical and financial modelling and more strategic business value articulation. Ultimately culminating in customer-facing presentations and negotiations.
• Strategic Deal Development – Collaborate with the GTM and sales leadership team to identify and target potential enterprise clients for large–scale cross–platform deals – Develop comprehensive strategies to approach these clients and secure high–value contracts that align with company goals and client objectives
• Deal Structure & Customization – Work with the sales and GTM teams to tailor network security solutions to meet the specific needs of enterprise clients – Leverage a deep understanding of our technology to position our offerings as the optimal solution for the client's challenges
• Client Needs Analysis – Working with account teams, conduct thorough needs assessments with potential enterprise clients to understand their business challenges, objectives, and pain points – Leverage this information to craft compelling proposals that showcase how our network security solutions can provide significant value and address their unique use cases
• Cross–functional Collaboration – Collaborate closely with the sales team, GTM, product, finance and legal teams to align on deal structure, legal requirements and financial considerations – Ensure all aspects of the deal are well–coordinated and executed seamlessly
• Negotiation and Deal Closure – Implement negotiation tactics to secure favorable terms and conditions while ensuring the company's revenue targets are met – Drive deals to successful closure while maintaining strong client relationships
• Market Insights – Stay up–to–date with industry trends, competitive landscape, and emerging technologies to provide i