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Manager, GTM Strategy

Company: Palo Alto Networks
Location: Santa Clara
Posted on: May 15, 2022

Job Description:

Company DescriptionOur MissionAt Palo Alto Networks everything starts and ends with our mission:Being the cybersecurity partner of choice, protecting our digital way of life.We have the vision of a world where each day is safer and more secure than the one before. These aren t easy goals to accomplish but we re not here for easy. We re here for better. 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.Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We re changing the nature of work from benefits to learning, location to leadership, we ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.Job DescriptionYour CareerWe are seeking a Lead, GTM Strategy to join a dynamic high-impact team that delivers strategic and operational analysis for Americas Sales leadership. This role is a hybrid of traditional jobs in corporate strategy, strategic planning, sales operations, finance, and analysis requiring a mix of long term business planning, coverage strategy and optimization, capacity planning, sales productivity, and business operational support.

Sample projects range from the strategic to the very operational including recommendations on account coverage and go-to-market model, customer segmentation, analysis of trends, regular review of key performance metrics, and formulation of meaningful and actionable recommendations.

You must be able to lead relationships with stakeholders across our Americas Sales organization and partner with leaders from Corporate Strategy, Sales Operations, Finance, Marketing, and Sales Development. Your objective perspective is paramount in this role. You must have a solid business understanding, be detail oriented and have the ability to think strategically. You will need to translate high level questions and needs into operational guidelines, analysis and reporting that measures our ability to deliver company and customer success.Your Impact

  • Lead thoughtful, creative and rigorous analysis (e.g., market sizing, coverage model analysis, business models) to synthesize insights and doing a fair amount of heavy lifting yourself
  • Sell your recommendations to executive management through exceptional presentation, tangible quantitative explanation, and mastery of qualitative factors that complement the numbers
  • Develop and present high-quality recommendation and deliverables for executive level consumption and actively contribute to associated strategy and execution discussions
  • Partner closely with peers and cross-organization colleagues to lead initiatives, get buy in and ensure action and adoption
  • Build an expansive internal network to bring all possible expertise and resources to bear on your projects -It is through these relationships, and the knowledge that they bring, that our sales strategy will be impactful
  • Lead ongoing analysis of business performance to support daily operationsQualificationsYour Experience
    • 5+ years in a Business Operations or equivalent function with significant exposure to sales teams, OR experience in management consulting, preferably with some engagements that provided exposure to sales operations & Finance
    • Strong hypothesis-based problem-solving skills with an understanding of finance, statistics and predictive modeling -Must be results oriented and able to move forward without complete information
    • Creativity and strategic thinking and the agility necessary to master both the daily hands-on analysis and the big picture strategy
    • Self-starter and high degree of motivation to go above and beyond the task at hand
    • Exceptional cross-functional leadership skills
    • Able to communicate clearly and effectively to senior executives -Diplomatic and discrete thought partner to business leaders
    • Strong presentation skills, especially related to building excel models and compelling PowerPoint presentations
    • Flexibility and ability to adjust on the fly to new demands; sense of urgency
    • Excellent project and time management skills
    • Familiarity with marketing and sales of enterprise software
    • Facility with advanced modeling and analytical tools Salesforce, Tableau, Business Objects, Excel & PowerPoint/Google Slides
    • Strong knowledge of SaaS metrics, ARR, NRR, LTV, and CAC
    • BS/BA required; MBA preferredAlso...
      • You get things done: Excellent time and project management skills can coordinate multiple projects simultaneously in a high-paced business culture
      • You are flexible: there are occasional upticks in the workload -You will not be alone, may others will also be driving this company to the next level alongside you and your compensation structure will help motivate you to actively participate in such process
      • You are proactive: the rapid growth of our business will give you the opportunity to run and develop your own ideas and solutions to the challenges we face
      • You work well with others: you will be interacting with many individuals from different organizations and backgrounds who will be relying on you and vice versa -You need to be able to communicate with them clearly, effectively and in a collaborative way and always keep things positive and in perspectiveAdditional InformationOur CommitmentWe re trailblazers that dream big, 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 Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.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.Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $147,700/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found .Covid-19 Vaccination Information for Palo Alto Networks Jobs
        • Vaccine requirements and disclosure obligations vary by country.
        • Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
          • The job requires accessing a company worksite
          • The job requires in-person customer contact and the customer has implemented such requirements
          • You choose to access a Palo Alto Networks worksite
          • If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

Keywords: Palo Alto Networks, Santa Clara , Manager, GTM Strategy, Executive , Santa Clara, California

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