Sales and Solution Specialist
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Job Description
Palo Alto Networks sales specialist driving cybersecurity pipeline and enterprise growth for NTT DATA. Expanding consulting, implementation, and managed-services opportunities through strategic client and partner selling.
Responsibilities:
- Drive incremental Palo Alto Networks sales growth for NTT DATA
- Build and maintain qualified Palo Alto Networks pipeline sufficient to deliver assigned growth targets
- Create, qualify and progress new cybersecurity opportunities across existing NTT DATA clients and targeted new accounts
- Expand Palo Alto Networks penetration across priority NTT DATA clients
- Identify competitive displacement, consolidation, modernization and platformization opportunities
- Increase NTT DATA consulting, professional services and managed services attachment
- Develop joint account and opportunity strategies with Palo Alto Networks sellers
- Accelerate strategic pursuits and remove barriers to closure
- Own and achieve assigned annual sales and gross profit targets
- Maintain approximately 4x qualified pipeline coverage
- Develop opportunity strategies, stakeholder maps, close plans and next actions
- Maintain accurate pipeline, forecast, close-date and opportunity information
- Act as primary specialist sales interlock between NTT DATA account teams and Palo Alto Networks field sales teams
- Conduct joint account mapping and develop joint pursuit plans
- Engage directly with CISOs, CIOs, CTOs, infrastructure leaders, security executives and other senior client stakeholders
- Lead client workshops, discovery sessions, executive briefings and solution presentations
- Frame client solutions combining Palo Alto Networks technologies with NTT DATA consulting, implementation, migration, transformation and managed services
- Coordinate Client Executives, Solution Architects, Services, Delivery, Pricing, Commercial and partner resources
- Lead opportunities through qualification, proposal, negotiation and closure
- Support strategic RFP/RFI responses, client presentations and commercial negotiations
- Maintain sales and solution knowledge across Strata/Network Security, Prisma SASE, Prisma Cloud, Cortex XDR/XSIAM, Security Operations, Zero Trust, Cloud Security and AI Security
- Activate internal sales teams through sales plays, talk tracks, target-account lists and competitive intelligence
- Measure success through sales, gross profit, pipeline creation, opportunity conversion, services attachment, partner activation and strategic account penetration
Requirements:
- Significant quota-carrying enterprise sales experience within cybersecurity, networking, cloud, managed services or related technology markets
- Proven track record of consistently meeting or exceeding sales targets
- Demonstrated ability to independently create qualified pipeline
- Experience selling complex technology and services solutions to large enterprise clients
- Experience engaging senior IT, infrastructure and cybersecurity decision makers
- Experience working within a large technology provider, Global System Integrator, MSP/MSSP or major technology vendor ecosystem
- Experience coordinating complex multi-stakeholder enterprise pursuits
- Experience with Palo Alto Networks or another leading enterprise cybersecurity provider strongly preferred
- Previously sold Palo Alto Networks solutions preferred
- Worked for Palo Alto Networks or within a strategic Palo Alto Networks partner preferred
- Existing relationships across the Palo Alto Networks field organization preferred
- Understanding of Palo Alto Networks’ platform strategy across Strata, Prisma and Cortex preferred
- Understanding of GSI, channel and partner-led enterprise sales motions
- Bachelor’s degree or equivalent experience in business, technology, sales or a related field
- Relevant solution-selling or consultative-selling certifications preferred
- Palo Alto Networks sales and solution certifications preferred or expected within an agreed period following appointment
Benefits:
- Medical, dental, and vision insurance with an employer contribution
- Flexible spending or health savings account
- Life and AD&D insurance
- Short- and long-term disability coverage
- Paid time off
- Employee assistance
- 401(k) program with company match
- Additional voluntary or legally-required benefits
- Incentive compensation based on individual and/or company performance may be available
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