Sales Specialist - Prisma Cloud at Palo Alto Networks

Your Career

As a Technical Sales Manager- Prisma Public Cloud, you will join a team focusing on cybersecurity offerings for Amazon Web Services (AWS), Microsoft Azure, Google Public Cloud (GCP), Alibaba Cloud, OpenShift & Rancher including Host’s/VM’s, Containers and Serverless.

This role is a regional overlay position responsible for driving the sales for our Cloud & Cloud Native security solutions, delivering our initial customers and growing your territory. You will be responsible for managing your territory to deliver above quota sales performance for our Cloud Security products. You will lead local execution of and alignment to company strategies and tactics with its Cloud Provider partnerships including, but not limited to, Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP), Accenture and IBM.

By working closely with Sales and Marketing, and via a consistent cadence of management reporting visibility, the position is responsible for increasing the penetration of the company’s Cloud Security solutions into its top customer accounts as measured by Lifetime Value.

Your Impact

• Sell cloud solutions to our existing customers of as well as new customers
• Achieve sales quotas on a monthly and quarterly basis
• Build and maintain a constant/future revenue pipeline
• Present regular/accurate forecasting for review
• Engage with the local Cloud Provider (AWS, Azure, and Google) sales programs and joint activities
• Help build and project Palo Alto Networks position as the number one enterprise cloud security company
• Share and implement standard methodologies to increase our sales penetration of Cloud Security into our top accounts
• On-site visits to customers with the sales team to be the subject matter expert on Cloud & Cloud Native
• Qualify and follow up on sales leads
• Establish and maintain effective relationships with channel partners
• Keep up to date knowledge of Cloud Computing, DevOps & Cloud Native technologies as well as the competitive position of the company
• Pre-plan account strategy
• Conduct consistent training and communications for the Sales and Channel teams as well as joint engagement within the wider organization
• Track and report on all opportunities, pipeline, and bookings to provide forecast reports to region management
• Contribute to the larger Palo Alto Network’s Cloud & Cloud Native strategy by providing regional specific intelligence and reporting
• Apply subject matter expertise in training, QBRs, enablement, and other engagement activities
• Gather “Voice of Customer” and competitive intelligence and share with theatre and global Cloud organization

Describe the responsibilities and keys to success of the job

Qualifications
Your Experience

• 5+ years’ experience in Sales
• Deep understanding of Public Cloud and the uniqueness of public cloud architectures
• Prior experience selling SAAS or Cloud solutions
• Existing relationships within one or all Public Cloud Providers (AWS, Azure, Google) is preferred
• A strong understanding of DevOps, containers/kubernetes, CI/CD and the cloud native technology ecosystem
• Excellent communication skills including strong verbal and written skills and proven presentation skills being able to articulate complex topics
• Experience with target account selling, solution selling, and consultative sales techniques