Senior Manager of Strategic Segment Sales Operations, Palo Alto Networks
$145-213k
OTE
More information about location
3+ days a week in office
Leading cybersecurity protections and software platform
Be an early applicant
Leading cybersecurity protections and software platform
1001+ employees
Be an early applicant
$145-213k
OTE
More information about location
3+ days a week in office
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- This role is a great fit for a self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g. , problem solver) and owner and will have the opportunity for significant exposure and visibility across the business
- The candidate in this role will provide leadership, advisory & execution support in driving sales productivity, sales planning, sales forecasting, segmentation, and sales analytics
- 10+ years of experience in an enterprise subscription software sales strategy & operations role supporting large/strategic accounts
- Knowledge of SaaS / subscription based business models and associated KPIs (Retention & Renewal Rates, ARR, Expansion & Cross-Sell Rates, etc), sales processes and methodologies
- Proficiency with CRM & connected planning systems (e.g., Salesforce, Pigment, Anaplan)
- Attention to detail and ability to execute
- Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems; Proficiency in Excel/Google Sheets, SQL & Tableau
- Strong communication & collaboration skills and the ability to effectively partner with all levels of management; Proficiency in PowerPoint/Google Slides
- Self-starter, highly motivated with insatiable curiosity to learn about and influence the business
- Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines
What the job involves
- We are looking for an outstanding strategic operator to join the North America Sales Strategy & Operations organization
- You will be a thought partner to support the sales leadership team for our Strategic accounts in all aspects of the business
- You will also work closely with cross-functional stakeholders (Finance, Marketing, HR, Central operations, Ecosystem, IT etc.)
- Act as key business partner & Chief of Staff to the President of Strategic Accounts and regional sales management team; establish, maintain, refine the rhythm of business
- Drive forecasting, deal structuring and participate in a month-end and quarter-end close process
- Set up cadences for inspection of quarterly targets and forecasts
- Optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management
- Facilitate tracking of outstanding purchase orders, ensuring order compliance, bookings reports, etc
- Manage compliance of the non-standard transactions process; track quarterly metrics on average discounts, non-standard exceptions and recommend actions to improve these metrics
- Drive sales planning, account strategy & quarterly business review meetings with the sales management team
- Run data analytics and partner with finance/market intelligence teams to assess TAM, product propensity to buy and optimize territory coverage
- Work closely with sales management on GTM segmentation and coverage strategy implementation
- Own and drive annual planning exercise for Strategic accounts - quota setting, territory & organization design
- Partner with sales leadership to drive account & opportunity planning motion
- Manage all aspects of operations, tools, dashboards and reporting
- Review and identify areas for improvement leading to operational efficiency
- Assist in driving field readiness for new sales hires and ongoing sales processes training; Coordinate activities and priorities of enablement functions to improve alignment to sales strategy
- Set up and manage sales programs to drive pipe generation and growth in accounts
- Manage sales compensation escalations with the Sales Compensation team
- Work closely with Finance, Sales Compensation and Central Analytics teams to develop & maintain scorecards and dashboards that bring transparency into business performance and arms sales leadership with insights needed to drive their business
Our take
With cyber threats evolving at lightening speed, businesses need robust solutions to protect their data and infrastructure. And the global cybersecurity market is projected to grow significantly, driven by increasing cyberattacks and the adoption of digital transformation initiatives. Because of this, companies are seeking security platforms that can address these challenges efficiently.
That's where Palo Alto Networks steps in, a frontrunner in the cybersecurity arena. It offers a suite of AI-powered security solutions designed to safeguard enterprises across various sectors. Its platforms, such as Cortex XSIAM and Prisma AIRS, integrate advanced threat detection, zero trust architecture, and real-time response capabilities so organizations are ready to manage and mitigate risks.
Its leadership is evident too, with impressive growth and strategic partnerships. Recently the company surpassed $1.5M in sales through the Google Cloud Marketplace, highlighting the demand for its innovative security solutions. Additionally, a collaboration with AT&T aims to enhance cybersecurity offerings, further solidifying its position in the market.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2022
$34m
SERIES A
May 2022
$11m
SEED
Total funding: $45m
Company benefits
- Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
- Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
- Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
- Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
- Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
- Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day. Life at Palo Alto Network
Company HQ
Santa Clara, CA
Leadership
Nikesh Arora
(CEO & Chairman)Previously the President and COO at SoftBank, CBO at Google, and CMO at T-Mobile.
Nir Zuk
(Founder & CTO)Previously CTO at NetScreen Technologies, which was acquired by Juniper Neworks in 2004. They also co-founded OneSecure where they served as CTO and was the Principal Engineer at Check Point Software Technologies.
Lee Klarich
(CPO)Initially joined Palo Alto in 2006 as the EVP of Product Management and became CPO in 2018. Prior to this, they were the Director of Product Management at Juniper Networks and a Product Line Manager at NetScreen Technologies.
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