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Director, Commercial Operations, Service Provider Segment

Company: Palo Alto Networks
Location: Santa Clara
Posted on: October 13, 2020

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 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. Your Career Your Career is going to be very exciting here at Palo Alto Network. You will innovate, implement, and deliver different commercial models for our Service Provider Business (Telcos) across the board in a global scope. Commercial models such as PAYG, Consumption, Subscription, etc. You will work closely with a broad cross functional teams ranging from Corporate Sales Operations, IT, Revenue, Finance, NPI, field operations team, and with our strategic Telecom partners to understand core requirements, innovate new commercial models which are going to be groundbreaking to not only capture the sizable TAM, but also drive higher partner satisfaction in different route to markets such as Sell-To, Sell-With, and Sell-Thru. Your knowledge and deep expertise in various SaaS products such as Salesforce and SAP, etc is going to be key to success to keep a close eye on the business via key metric and dashboards from these products. Your stakeholders will be internal and external teams within PANW as well as the Telco partners. You will work closely with field account teams in building business models, commercial models, pricing analysis, discount structures, ROI analysis, etc. A second part of your role will bring another exciting dimension to your work where you will play a strong program management function towards developing strategic accounts, business development operations, partner development that are geared towards growth. In this capacity, you will develop and execute on key initiatives of Strategic Development programs in the areas of governance, workstreams, and co-create/co-innovate with Telco partners. Your Impact We are looking for a Director responsible for tactical/strategic execution of global Commercial Operations requirements for the Telco segment of our global business to accelerate growth. Drive forecast reporting and monitoring of current Telco business results Defines and implements commercial models and quote-to-cash processes Collaboration and coordination of various comps for SP team to ensure SP MSP offers and associated sales comps are addressed properly. Be responsible for the development and implementation of new processes, reporting and procedures for effective and efficient team operations. Measure the performance and create clear Performance Indicators that enable the Business leaders to successfully grow the business. Be a trusted strategic advisor/partner to the team and to customers/partners providing valuable insights to ensure the continued success of the business. Direct impact on the company's bottom line. Own and drive various commercial models for the Telco segment of the business. Streamline quote to cash process, study competitive landscape on various SaaS commercial models and implement the next generation models in the company. Set commercial and price packaging of offers and perform price analysis, following established PANW pricing principles Maintains accurate view of the total telco business by working closely with field teams across the globe. Define key metrics, lagging and forward-looking to assist in managing the telco business, globally. Work closely with the leadership team to execute on strategic account engagements, program plans, and program governance with key partners such as AT & T, Verizon, Orange, Telefonica, Telstra, etc. Work closely with corporate teams to address contract, pricing or operations issues/concerns and to ensure the timeliness of business execution and review. Contribute in the Joint Business Planning via QBR and regular reviews. Your Experience At least 10+ years of experience in sales operations roles with emphasis in SaaS business and commercial models. Bachelor's degree (or higher) in Business Administration, Marketing, Finance, Engineering or equivalent. Extensive knowledge of Salesforce, SAP, and Callidus SaaS products with a deep understanding of quote to Cash process. Proven experience in Business Operations or Finance gained within a fast-paced high-tech organization. Detail-oriented, highly multi-tasked. Customer-focused. Build customer-centric proposals & solutions that uniquely address customer business objectives. Structured and action-oriented communication style Comfortable working with Senior executives at all levels to ensure the successful execution of strategy through informed decision making & cross-functional engagement Exceptional analytical skills & confident working broad cross-functional teams. Recent experience with a variety of Enterprise tools including Salesforce, Tableau, SQL Excellent written and verbal communication skills Solid organizational skills including attention to detail and multi-tasking skills Advise on T & C's, profitability, cash flow and commercial risk Manage commercial models and commercial value argumentation in order to support accounts during negotiations Perform ad-hoc analysis as required. Negotiation & argumentation skills 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. 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 . 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.

Keywords: Palo Alto Networks, Santa Clara , Director, Commercial Operations, Service Provider Segment, IT / Software / Systems , Santa Clara, California

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