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Global System Integrator (GSI) Solution Sales Lead

Company: Palo Alto Networks
Location: Santa Clara
Posted on: February 17, 2021

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 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.Job DescriptionYour Career The GSI Solution Sales Lead is responsible for working with the internal and external GSI partner cross-functional teams to successfully develop and position existing and new joint offerings for one or more GSI partners. In this position you will lead all aspects of the commercial solution building process, from initial conceptual discussion, to building and pricing of the joint offer(s), to development of sales enablement playbooks that will enable our regional GTM teams. You will work seamlessly with the technical solution architect teams to develop the technical and GSI integration requirementsInternal & external sales enablement & driving the marketing activities will be key to solution success. Setting targets for joint solution success, then measuring, monitoring and adjusting these targets is a key aspect of the Solution Sales Lead roleImportantly, this person will also manage GTM activities for the business specific to the defined joint solution or set of joint solutions, working in coordination with the broader partnership GTM teams.Additionally, we would expect you to keep one eye on the strategy and downstream roadmap, identifying and prototyping future offer(s) and helping us open doors relative to championing the positioning of additional offers that we will be proposing. You are looked upon to help us evangelize our offering(s), to identify potential offering GTM challenges and to help drive a focused partner enablement agenda for our offerings.Your Impact As a highly-experienced Solutions Sales Lead, you will be responsible for driving the successful offer development with GSI partners, as well as actively positioning the offer/s with the partners as a driver of the GTM. Collaborating with PANW account teams and partners, you will drive deals through close.In this key role, you will be the "go to" resource for:* Collaborating with the GSI partner's team to drive and build unique solution offerings, leveraging the best strengths & capabilities brought by Palo Alto Networks and the GSI partner, spanning consulting, assessment, integration, managed services and transformation use cases* Work closely with the GSI Business Development Director and Solutions team, as well as peers at the GSI (including but not limited to: Technical, PMO, Product and Solutions marketing, Service Creation, Enablement) to craft & execute the business plan for offer/s developed* Collaborating with PANW account teams and partners, drive joint solutions incubation deals through close.* The PANW GSI Channel Business Managers (CBM) across global regions will typically drive local deals to conclusion. The Solutions Sales lead will collaborate with CBM's to drive out friction in the joint solution framework.* Build a regular cadence of relationship-building, responsible for "partner peering" exercises to enable stronger partnerships.* Working with your solutions architect, you will educate the GSI's teams on our enterprise security platform value proposition to drive growth of our outcome-based solutions* Work in highly collaborative environments to team with Account Managers, Sales Engineers, Marketing, and Channel Partners in the region to drive revenue and growth* Help to exceed customer expectations by identifying impactful user cases that enable people to transform their businesses with Palo Alto Networks products* Motivate and build extended teams around you to unlock the power of PANW Sales organisation, customer base and partner organisationQualificationsYour Experience* BSCS degree or equivalent with a minimum 5+ years related systems integrator experience working with customers and partners. * Experience which demonstrates a strong level of expertise in technical specifications required to sell Enterprise Security, Networking and Cloud solutions is required. Experience with managed security services is an advantage.* Hands-on selling security products, ideally spanning SOC, MDR, Cloud, plus typical enterprise security use cases.* Ability to create, design, and develop solutions very successfully working with your solutions architect, product teams and/or partners' offer development teams. * Track record of successfully working for, with, and/or through partners, especially System Integrators and Strategic Consultants is needed.* Knowledge of the enterprise security space - both from a technology and a business driver standpoint. * Experience and track record of working with cross-functional and cross-organizational teams* Effective and persuasive communication (written and verbal) and presentation skills, both internally and externally* Strong understanding of competitive offerings in the marketplace Additional InformationThe TeamOur GSI team is a small group of hand-selected individuals driving our relationship with GSI partners. This focused and experienced team works directly with our GSI 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 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. 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 [email protected]

Keywords: Palo Alto Networks, Santa Clara , Global System Integrator (GSI) Solution Sales Lead, Sales , Santa Clara, California

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