Services Sales Manager Germany

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Job Description

Your Career

As a member of the Palo Alto Networks EMEA & LATAM Services Sales team, you will be responsible for partnering with our Core Sales Team, our Specialist Sales Teams and our Partner Ecosystem to position and sell value-added services across your geographic region. These services include both Professional Services and Advanced Support Services. You will employ excellent collaboration, influence, presentation and strategic selling skills to define solutions which address customer needs, maximizing revenue and growth opportunity for Palo Alto Networks. This is a senior level Individual Contributor role, reporting to the EMEA & LATAM Director Services Sales.

Your Impact 

• Strategically drives new business in selected accounts in close collaboration with Core & Speciality Account Teams, to maximize services and overall revenue opportunity
• Develops appropriate services wrapper around identified customer requirements
• Leverages Palo Alto Networks Services intellectual property to create ‘net new’ requirement and opportunity
• Leverages knowledge of Cyber Security market and trends
• Leverages consultative sales skills to assess and educate customers on the value of our best practice approach to achieving their desired technology and business outcomes
• Advances sales pursuits in a needs-based, participative manner, including consultative dialog and cross-functional engagement (Customer, Partner and Palo Alto Networks), including facilitation of workshops
• Builds in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into Palo Alto Networks solution opportunities
• Develops relationships through value contribution across Core and Speciality Sales teams
• Leverages relationships within Global and Regional Delivery Practices to apply innovation and Intellectual Property to address customer needs
• Develops necessary trust to independently lead services sales campaigns within large accounts
• Owns and delivers the services elements of RFP’s (tenders)
• Contributes to Statements of Works, including services engagement plans, levels of effort and commercial approach
• Ensures accurate sales forecasting and pipeline hygiene

Qualifications

Your Experience

• You have an excellent grasp of the overall IT Security landscape and are able to comfortably speak on relevant current and future industry trends
• You have a demonstrable track record of driving strategic services into new and existing accounts while consistently achieving or exceeding quarterly and annual goals
• You are an effective and credible story teller with a strong ability to map customer challenges to capabilities, and can link those conversations back to business outcomes
• You have excellent written, verbal and presentation skills allowing you to engage client audiences ranging from technical implementers up through CISO / CIO levels
• 10+ years external Sales / Pre-sales / Service Delivery experience in large enterprise customer settings
• Background in Cyber Security (either Network Security and/or SecOps) highly preferred
• Experience working with Channel Ecosystem and understanding of a channel-centric go to market approach
• Superb organizational and prioritization skills

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Please note that we will not sponsor applicants for work visas for this position.