Sales Specialist - GPCS EMEA

We are currently seeking a seasoned sales/business development professional to manage and drive sales engagements into a set of large enterprise accounts. In this position, you will support the execution of the overall GPCS Go-to-Market plan with the field with the #1 focus on driving strategic deals to closure to accelerate penetration in the market. This individual will be part of our GPCS Emerging Technology Specialist team

 

Main objectives will be to drive GPCS bookings within a set of preidentified large enterprise accounts across EMEA. The GPCS Sales Specialist will be given a specific bookings goal against these accounts, which will be defined and agreed together with the regional field sales leadership. These accounts will be a mix of existing and white space accounts. Activities will include engaging with partners, supporting the local account teams as well as proactively driving customer engagements. The GPCS sales specialist will be responsible for regular updates to the sales leadership regarding bookings progress within these identified accounts.

Each member of the GPCS specialist team will be expected to provide feedback to our product management team to drive further development of our GPCS product. In addition to providing details relating to future requirements, the team members will also be expected to provide input on the competitive landscape as seen in the field for each member’s respective geography.  Finally, the team members will also be expected to provide feedback and input into the marketing materials/campaigns needed in their respective markets to achieve success.

Further, each GPCS team member will be expected to work in partnership with their respective geography’s leadership to evangelize the GPCS solution to customers/partners/colleagues, educate customers/partners/colleagues on the GPCS solution and finally enable the sales teams within Palo Alto Networks and identified partners to drive scale across the geography they cover.  These activities will consist of in person sessions, webinars and learning materials that can be consumed by the appropriate audience

 

Responsibilities:

  • Ability to to work in partnership with their respective geography’s leadership to evangelize the GPCS solution to customers/partners/colleagues
  • Ability to to work in partnership with their respective geography’s leadership to evangelize the GPCS solution to customers/partners/colleagues
  • Employ world-class account management skills to identify cross-selling and up-selling opportunities within targeted major accounts
  • Educate customers/partners/colleagues on the GPCS solution
  • Enable the sales teams within Palo Alto Networks and identified partners to drive scale across the geography they cover
  • Conduct in-person sessions, webinars and learning materials that can be consumed by the appropriate audience.
  • Build relationships with and sell through channel partners
  • Local travel is required, with International travel when necessary

 

Qualifications: 

  • BS degree or equivalent
  • 10+ years of above quota sales experience
  • Prior experience selling network infrastructure based security appliances including but not limited to: Firewalls, SSL/IPSec VPNs, Security Proxies and Caches
  • Practical knowledge of routing and switching products that will be installed adjacent to the Palo Alto Networks appliances.
  • Self-motivated to deliver above sales goals
  • Strong communication (written and verbal)
  • Strong presentation skills both internally and externally
  • Enterprise sales experience with an actionable rolodex of decision makers
  • Very strong organizational skills
  • "Whatever it takes" attitude
  • Experience working with Channel partners and understanding of a channel centric go to market approach   


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