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Area VP of Sales and GM-Enterprise

Company: Palo Alto Networks Inc.
Location: Santa Clara
Posted on: June 10, 2021

Job Description:

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.

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.

Job Description

Your Career

As a senior member of our Worldwide Sales Leadership team, you will build and drive the Enterprise NAM sales teams to exceed company objectives while growing your sales segment according to plan. You'll be responsible for building a high-performance sales culture that delivers results in bookings, sales development, and forecast accuracy while simultaneously hiring best in class talent, mentoring and developing your leadership team to accomplish individual and organizational goals. It will be required that you track sales activity, provide sales projects, and create and analyze metrics.

A challenge inspires you, rather than intimidates you, and you aren't afraid of setting accelerated goals to drive you and your team to succeed. More than that, you are motivated by empowering your team and our clients to meet their cybersecurity needs and you are driven with an encompassing passion for solutions selling. You're not afraid of addressing the critical challenges they are facing within digital transactions - and really, you thrive on the pressure.

Your Impact

  • Take ownership of a $800M revenue goal and 200+ team of 4 Regional VPs, 15 District Managers, Outside sales, SE's, and Inside sales teams while utilizing and continuing Palo Alto Networks' significant customer momentum through indirect, high touch, relationship-focused technology sales

  • Own and deliver the business objectives and revenue goals for the US Enterprise accounts in the US and Canada.

  • Collaborate with all other PANW departments to advocate, educate and execute on the needs of the Enterprise organization

  • Establish and develop high-value key client executive relationships

  • Build and retain a premier sales organization and contribute to the overall leadership of the company

  • Run a strong operational cadence that includes well-inspected opportunities, accurate weekly sales forecasts, pipeline growth and management.

  • Disciplined review of Regional Vice Presidents' activities on target enterprises and account plans aligned with the value proposition of differentiated strength within the business.

  • Evangelize the Palo Alto Networks Enterprise Security Platform within End Users, SI, and partner communities and act as an ambassador for the company.


Your Experience

  • A minimum of 10+ years experience in sales

  • Exceptional ability to mentor, coach, and lead Sales Representatives.

  • Proven ability to effectively manage sales teams covering higher volume accounts.

  • Strong track record of over achievement against quarterly and annual sales targets.

  • Proven ability to sell through and with channel partners and distributors.

  • Demonstrable experience in high-tech enterprise sales working with leading companies.

  • Demonstrate executive gravitas to engage, negotiate, and win new CXO relationships.

  • Understanding of recent Cyber Security trends and key vendors in the industry.

  • Experience transforming selling teams that include platform and outcome based selling skills.

  • Strong operational skills that include, deal inspection, deal structuring, SFDC and managing a complex set of customers and teams that go across the enterprise and commercial.

  • Excellent communication skills with high-level decision making ability.

  • Proven track record of structuring large complex deals.

  • Team player with a positive attitude and strong customer service skills.

  • High levels of self-motivation, adaptability, ease of handling multiple responsibilities and able to work on own with minimal supervision.

  • Proven ability to partner with inside sales organizations on career path opportunities into the field.

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won't find someone at Palo Alto Networks that isn't committed to your success - with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Additional Information

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.

All your information will be kept confidential according to EEO guidelines.

Keywords: Palo Alto Networks Inc., Santa Clara , Area VP of Sales and GM-Enterprise, Other , Santa Clara, California

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