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North America Go-To-Market (GTM) Manager, NTT Partnership

Company: Palo Alto Networks, Inc.
Location: Santa Clara
Posted on: September 17, 2023

Job 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. 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. 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. Desired Location Remote, located anywhere in the United States, preferably close to a major airport Your Career You will manage GTM activities for the NTT Palo Alto Networks Americas resale business. The GTM Manager will work with in-region core and specialist sales teams, working closely with NTT counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts. Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion. Prepare and deliver partner plans and support partner business reviews. Your Impact

  • Co-develop with the Americas NTT team, the Americas business plan that will provide appropriate execution steps to achieve target growth by:
    • NTT's Service Lines, Industry Segments & Market Units
    • Palo Alto Networks' Sales Segments (Strategic, Majors, Enterprise).
    • Build a regular cadence of relationship-building, responsible for "partner peering" exercises to enable stronger partnerships
    • Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
    • Educate the North America NTT team on our enterprise security platform value proposition to drive growth
    • Build relationships with the relevant NTT & Palo Alto Networks Regional Leads, to help support the business (training, enablement, marketing, sales, support, etc.)
    • Accept inbound and perform outbound telephone calls and make weekly onsite visits to regional NTT teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building
    • Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at NTT are involved in the Business Plan process and sign-off on its approval
    • Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
    • Actively work with the NTT teams to proactively generate leads and to have Palo Alto Networks introduced to NTT clients and prospects
    • Balance short-term initiatives with longer-term development objectives
    • Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity Your Experience
      • Minimum 5 years of sales experience in a hi-tech environment focusing on services. Cybersecurity experience preferred but not required
      • Minimum 3 years in indirect sales with proven experience in partner management with System Integrators and or tier-one Value Added Partners across multiple countries including a track record of service creation.
      • Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence).
      • Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management
      • Strong understanding of Managed Services/GSI GTM models
      • Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations
      • Demonstrable track record of campaign delivery. The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
      • Results-oriented with a proven ability to deliver against stretch targets
      • Maturity to display natural team leadership as well as team player skills
      • Articulate verbally and in writing
      • Excellent presentation skills with the ability to influence at senior levels within a Partner organization
      • Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features The Team Our NTT Partnership team is a small group of hand-selected individuals driving our relationship with NTT in North America and globally. This focused and experienced team works directly with our NTT counterparts, as well as internally and externally to run our joint business plan. This role will be critical to ensuring we execute on time and on plan. Our Commitment We'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. To learn more about our dedication to inclusion and innovation, visit our Life at Palo Alto Networks page and our diversity website. 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. Additionally, we are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or an accommodation due to a disability or special need, please contact us at Please note that we will not sponsor applicants for work visas for this position.

Keywords: Palo Alto Networks, Inc., Santa Clara , North America Go-To-Market (GTM) Manager, NTT Partnership, Executive , Santa Clara, California

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