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
We are looking for an outstanding strategic operator to join the North America Sales Strategy & Operations organization.
You will be a thought partner to and support the sales leadership team for our Major accounts in all aspects of the business. You will also work closely with cross-functional stakeholders (Finance, Marketing, HR, Central operations, Ecosystem, IT etc.). This role is a great fit for a self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) & owner and will have the opportunity for significant exposure and visibility across the business. The candidate in this role will provide leadership, advisory & execution support in driving sales productivity, GTM strategy, sales planning, sales forecasting, segmentation, and sales analytics.
Your Impact
- Act as key business partner & Chief of Staff to the SVP of Major Accounts and regional sales management team - establish, maintain, refine the rhythm of business
- Drive forecasting, deal structuring and participate in the month-end and quarter-end close process
- Set up cadences for inspection of quarterly targets and forecasts
- Optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management
- Facilitate tracking of outstanding purchase orders, ensuring order compliance, bookings reports, etc
- Manage compliance of the non-standard transactions process - track quarterly metrics on average discounts, non-standard exceptions and recommend actions to improve these metrics
- Drive sales planning, account strategy & quarterly business review meetings with the sales management team
- Run data analytics and partner with finance/market intelligence teams to assess TAM, product propensity to buy and optimize territory coverage
- Work closely with sales management on GTM segmentation and coverage strategy implementation
- Own and drive annual planning exercise for Major accounts
- Partner with sales leadership to drive account & opportunity planning motion
- Manage all aspects of operations, tools, dashboards and reporting
- Review and identify areas for improvement leading to operational efficiency
- Assist in driving field readiness for new sales hires and ongoing sales processes training; Coordinate activities and priorities of enablement functions to improve alignment to sales strategy
- Set up and manage sales programs to drive pipe generation and growth in accounts
- Manage sales compensation escalations with the Sales Compensation team
- Work closely with Finance, Sales Compensation and Central Analytics teams to develop & maintain scorecards and dashboards that bring transparency into business performance and arms sales leadership with insights needed to drive their business
Qualifications
Your Experience
- 10+ years of experience in an enterprise subscription software sales strategy & operations (or similar) role supporting large accounts
- Advanced business degree (e.g., MBA) and prior experience in sales operations highly desired or equivalent military experience
- Advanced data modeling & presentation skills - Proficiency in Excel/Google Sheets & PowerPoint/Google Slides & Tableau
- Proficiency with CRM & connected planning systems (e.g., Salesforce, Pigment, Anaplan)
- Knowledge of SaaS / subscription based business models and associated KPIs (Retention & Renewal Rates, ARR, Expansion & Cross-Sell Rates, etc)
- Strong understanding of sales processes and methodologies
- Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems
- Strong communication, collaboration and leadership skills and the ability to effectively partner with all levels of management
- Self-starter, highly motivated with insatiable curiosity to learn about and influence the business
- Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines
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 to help them understand how our products can secure their environment. This is where our sales operation teams come in.
Our Sales Operation Team members support our sales account managers and systems engineers to assist in large organization’s migrations to more cybersecurity. Sales operations work behind the scenes to make sure that our sales relationships run smoothly, enabling and empowering the teams across the world. As part of our sales operations, you support the sales team by providing research, reports, and craft and support systems and processes that enable the process of sales. You are committed to your team’s success – and enjoy pitching in to assist when it comes to solutions selling, learning, and development. It’s a true partnership, one built on building the best cybersecurity solutions for each individual client.
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $145000 - $234500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
Our Commitment
We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
Top Skills
What We Do
Palo Alto Networks, the global cybersecurity leader, is shaping the cloud-centric future with technology that is transforming the way people and organizations operate. Our mission is to be the cybersecurity partner of choice, protecting our digital way of life. We help address the world's greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. By delivering an integrated platform and empowering a growing ecosystem of partners, we are at the forefront of protecting tens of thousands of organizations across clouds, networks, and mobile devices.
Why Work With Us
We are protecting the digital way of life for billions of people every day. We are united in this mission and the unique ideas it takes stay ahead. This is why we embrace each individual who is part of our team determined to make a difference.
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