Sales & Program Executive, Cortex (France & - Boulogne-Billancourt, France - Palo Alto Networks

Palo Alto Networks

Entreprise vérifiée

Boulogne-Billancourt, France

il y a 2 semaines

Posté par:

Sophie Dupont

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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.

Our vision is a world where each day is safer and more secure than the one before.

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.

Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your well-being support to your growth and development, and beyond

Job Description Your Career**Act as primary Cortex/SASE business partner for AVPs (Area Vice President) in conjunction with the Cortex/SASE VP for respective area(s). Be holistically responsible for overall business performance, GTM success, deals, and customer engagement across the area. This key regional role provides theatre leadership and will sit as part of the regional management teams carrying the Cortex/SASE quota and ensuring the Cortex/SASE business health for respective area(s).

They will work with the Product GTM teams to develop and aggressively drive Cortex/SASE sales plays and programs relevant for respective area(s) with the AVPs, DSMs (District Sales Managers), and account reps and own and drive the Cortex/SASE identity and community within respective area(s) and across the Theater

Your Impact

Customer Activities and External Exposure

Large Nascent deals

Heavily involved in large nascent deals to ensure the correct positioning of use cases and that the value proposition is being delivered
Management of key sales stages in the sales cycle for these deals

External Event Participation

Participating in EBCs, customer roundtables, industry events, and other external events, representing Palo Alto Networks' strategy in SOC transformation/Zero Trust Strategy
QSR Participation
Monthly participation in Cortex/SASE QSRs to enhance understanding of how our customers utilize the Cortex platform and XSIAM/Prisma Access SD-WAN platform to benefit our Account Teams and Specialist Reps and improve our storytelling
Participation rates in Cortex/SASE pipeline creation/bookings
Identify repeatable practices from successful areas, address underperforming districts/areas
Business Performance Ownership

Performance Management

Establishing and tracking against key performance indicators (KPIs) e.g., participation rates in CX/SASE pipeline creation/bookings and sales metrics, and analyzing data to identify trends, opportunities, and areas of improvement to address underperforming districts/areas
Identify repeatable practices from successful areas
Collaborating with Cortex/SASE VP and (Core) AVPs to define sales acceleration goals and objectives (cf. Goals & Milestones for AVPs and DSMs)

Pipeline Management

Working closely with the DSM and Specialist Reps to manage and increase the sales pipeline and lead generation activities

New Opportunity Alignment

Align and work out the GTM specificities of the different products, new ones, and associated routes to market (ex
MSSPs/MDR) in the region
Sales Process and Program Management

Sales Process Optimization

Evaluate and enhance the sales process to identify areas for improvement, streamline workflows, and increase efficiency

Selling industrialisation

Developing Cortex/SASE campaigns and selling initiatives to meet the adoption and growth goals of Cortex/SASE and supporting their execution

Sales Execution Improvement

Identifying internal bottlenecks and streamlining processes with GTM, Sales Ops, and IT support
Drive QBRs and other internal reviews

Collaboration and Alignment

Foster collaboration with crossfunctional teams, such as Marketing, Renewal, Ecosystem, Deal Desk, Sales Ops, Services (incl. CS), BVC, and Finance and HR, to ensure alignment and support for sales initiatives
Aligning with R&D to ensure that new product and roadmap adoption is coordinated
Community Engagement and Enablement
Sales Coaching and Mentoring
Provide guidance, coaching, and support to the sales leaders, fostering a culture of continuous learning and development

Sales Enablement Support

Support the training programs, along with Sales Enablement Team & GTM, tools, and resources to equip the Account Teams and Specialist Reps with the necessary skills and knowledge to achieve sales targets
Specialist Rep Performance Analysis
Conduct regular assessments of our Acct Teams/Specialist Reps in conjunction with the People Team to identify strengths, weaknesses, and areas for improvement

Recruitment