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Director, GTM Strategic Programs - Sales Planning Motions

Company: Palo Alto Networks, Inc.
Location: Santa Clara
Posted on: November 19, 2022

Job Description:

This position can be based anywhere in the continental United States or Canada 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. We're changing the nature of work. Palo Alto Networks is evolving 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. Your Career The Customer Value Management Team is part of Palo Alto Network's Global Go-To-Market organization. This team is the Center of Excellence for Palo Alto Network's core planning disciplines (e.g., account planning, opportunity management, buyer-focused sales process and playbooks, and territory planning), along with value engagement (value conversation methodology, value assets and business value consulting). This is a global role reporting to the VP, Customer Value Management. As we continue to establish ourselves as the 'Security Partner of Choice' through the growth of our three platforms, this role will play a key part in helping us drive a unified approach to complex planning and account management, which will power our consultative approach to how we engage customers and partners. We are looking for an individual who is highly collaborative, proactive, and who possesses a strategic mindset and strong attention to detail.Experience leading strategic, complex planning initiatives is foundational to the success of this role. Your Impact

  • Work closely with our global cross-functional leaders and in-field planning coaches to develop, implement, and sustain global planning and customer engagement disciplines, tailored for regional and segment nuances
  • Establish a systematic approach to embed and operationalize a 'culture of opportunity planning' and a buyer-centric selling process, among other key initiatives
  • Drive cross-functional alignment on sales process and planning expectations, and work hand-in-hand with GTM leadership to drive accountability in the field
  • Plan and participate in project working and alignment sessions with internal cross-functional groups, as needed
  • Assist in developing reinforcement efforts to drive behaviour change in the field
  • Drive project timelines, managing diverse stakeholders with clear alignment to big picture goals and outcomes
  • Deliver executive updates and report on leading indicators of incremental program success - iterate and remediate as needed based on field feedback
  • Work with IT and operations Sr. Leadership to support the development of analysis / dashboards and resulting insight generation for programs
  • Support Customer Value Management organization in building out GTM process infrastructure (planning programs documentation, field execution templates, action item capture, etc.) and provide non-administrative programs to leadership to ensure we're running smoothly
  • Recommend and implement new programs, tools, processes, and analytics to drive incremental evolution and improvement in alignment with initiative Your Experience
    • Bachelor's degree or equivalent military experience required
    • Experience working in a complex, multi-product, global selling environment is a must
    • Hands-on experience developing and implementing buyer-centric sales motions (e.g., sales process and opportunity planning)
    • Successful track record of independently driving process for multi-faceted efforts with many stakeholders
    • Collaborative team player willing to go beyond strategy in order to support execution and outcome realisation
    • Effective verbal and written communication ability and comfortable with both business and technical discussions with senior audiences
    • Fluency in developing executive ready slides, leading analysis and data-driven insight generation efforts is critical
    • Self-starter who thrives in fast-paced, innovative, high-growth environments with minimal supervision
    • Expertise in a global SaaS, enterprise technology environment The Team Our Custom Value Management (CVM) team presents an opportunity like no other industry: high impact work and the chance to change the future of digital security. As part of CVM at Palo Alto Networks you will be in the midst of the key changes impacting the industry, helping our internal teams, customers, and partners address the ever-changing cybersecurity threat landscape. 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. The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $164,700- $242,300/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee 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, Inc., Santa Clara , Director, GTM Strategic Programs - Sales Planning Motions, Sales , Santa Clara, California

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