GTM Manager – GSI Partnerships – Accenture Federal
| Company | Palo Alto Networks |
|---|---|
| Location | Newport News, VA, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | Bachelor’s, Master’s |
| Experience Level | Senior |
Requirements
- Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes and best practices
- Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment
- Proven experience influencing senior level partner executives and/or partner principles
- Strong and effective communication – written, oral, and public presentation
- Ability to work, collaborate and drive outcomes individually
- Experience in working in cross–functional environment and driving joint strategy
- Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
- Data-driven and fluent in Salesforce and Tableau
- Minimum 5+ years of sales experience in a hi-tech environment – Minimum 3+ years in indirect sales with proven experience in partner management with system integrators
- Excellent presentation skills with the ability to influence at senior levels within a partner organization
- BS or MS degree or equivalent military experience
Responsibilities
- Develop and update the GSI strategy & partner business plan for North America to ensure the partnership is on track to hit goals for pipeline and bookings targets
- Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner
- Build & strengthen relationships with key stakeholders at all levels in the partner organization
- Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers
- Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings
- Understands routes to market with partners (MSSP, Resell & Influence)
- Leverage a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
- Drive field & partner interlock and engage sales leadership effectively
- Document partner activities in joint pursuits and accurately communicate outcomes and next steps
- Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
- Experience in sales cycle progression and procurement processes in partner-led deals in order to ensure timely closure of deals against critical quarterly targets
- Provide weekly forecast updates toward quarterly and annual revenue targets
- Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity
- Collaborate and shares best practices cross-functionally and with partners effectively
- Drive partners to go big with Palo Alto Networks
- Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment
- Mission driven, curious, adaptable, self-starter with a growth mindset
Preferred Qualifications
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No preferred qualifications provided.