Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is on a mission to protect our digital way of life, and they are seeking a Senior Manager to lead GTM activities for the PwC Americas business. The role involves collaborating with sales teams to develop strategies that drive business growth and enhance partnerships.
Responsibilities
- Co-develop, alongside the local PwC team and with support from the Director, Americas Lead - PwC Partnership, the Americas business plan that defines execution strategies to achieve targeted growth across:
- PwC's Industry Segments & Market Units
- Palo Alto Networks' Sales Segments (Strategic, Majors, Enterprise)
- Establish a regular cadence of relationship-building activities, leading "partner peering" initiatives to strengthen executive and field-level engagement
- Support joint pipeline development by facilitating deal collaboration, providing weekly tactical support for order processing and management, and ensuring purchase orders are submitted in alignment with Salesforce forecasts
- Educate the North America PwC team on Palo Alto Networks' enterprise security platform and value proposition to accelerate joint business growth
- Build strong relationships with key PwC and Palo Alto Networks regional leaders across Sales, Marketing, Technical, Support, and Enablement functions
- Conduct inbound and outbound outreach while making regular onsite visits to regional PwC teams to identify new sales opportunities, grow pipeline, and strengthen partner engagement
- Collaborate with joint country leadership (Sales, SE, Marketing, Channel) to execute local business plans while ensuring the appropriate cross-functional stakeholders at PwC participate in business planning and approvals
- Develop and lead Quarterly Business Reviews (QBRs) with stakeholders from both organizations to measure progress against shared business objectives
- Capture and communicate PwC business needs internally, translating partner requirements into actionable solutions
- Proactively engage with PwC teams to generate new opportunities and increase introductions of Palo Alto Networks solutions to PwC clients and prospects
- Balance short-term revenue initiatives with long-term strategic partnership development
- Partner with the sales organization on tactical deal strategy, pricing, and leveraging investment funds and enablement resources
Skills
- Bachelor's degree in Business or a related discipline
- Minimum of 5 years of sales experience in a high-tech environment with a focus on services
- Minimum of 3 years of indirect sales experience with proven success managing Global or Regional System Integrators and/or Tier 1 Value-Added Partners across multiple countries, including a track record of building and growing services-based partnerships
- Proven ability to develop and execute sales campaigns across multiple Routes-to-Market (e.g., Influence, Resale, MSSP)
- Experience implementing structured sales methodologies across the full sales lifecycle, including opportunity identification, qualification, business development, order fulfillment, and ongoing account management
- Strong understanding of Global System Integrator (GSI) and Hyperscaler go-to-market models
- Understanding of gross margin, margin blend, and the ability to conduct executive-level (CxO) business conversations
- Demonstrated history of successfully delivering sales campaigns and consistently achieving or exceeding business objectives
- Excellent consultative selling, negotiation, qualification, and closing skills
- Results-oriented with a proven ability to deliver against ambitious growth targets
- Strong leadership presence with the ability to influence cross-functional teams while operating as a collaborative team player
- Exceptional written and verbal communication skills
- Excellent presentation and executive engagement skills, with the ability to influence senior leaders within PwC
- Commercially astute, with the ability to position Palo Alto Networks' solutions based on business outcomes as well as technical capabilities
- Cybersecurity experience is preferred but not required
- PwC partnership management experience is strongly preferred
Benefits
- The offered compensation may also include restricted stock units and a bonus.
- A description of our employee benefits may be found here.
- 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 [email protected].
Company Overview