Full-Time North America GTM Manager

Your CareerThe GSI Public Sector sales team drives growth via strategic consulting partners like Accenture. As a North America GTM Manager, you'll boost pipeline & revenue growth with Accenture Federal, taking the business to the next level.

You'll work closely with the team, developing strategy and driving work streams for:

• Business development
• Marketing
• Account collaborations
• Joint pursuit plans
• Partner enablement

Your goal is to build demand & pipeline, leading to incremental bookings and transformative cybersecurity outcomes for customers.

Your Impact

• Develop and update the GSI strategy & partner business plan for North America to achieve pipeline and bookings goals.
• Establish cadence and lead monthly, quarterly, and annual business reviews with the GSI partner.
• Build & strengthen relationships with key stakeholders at all levels in the partner organization.
• Act as a bridge between field sales & partner account teams to drive winning outcomes for all and customers.
• Serve as the go-to subject matter expert for the North America field sales organization on repeatable sales plays, joint solutions, and marketing activities with partners.
• Understand routes to market with partners (MSSP, Resell & Influence).
• Utilize a range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) to achieve targets.
• Drive field & partner interlock and engage sales leadership effectively.
• Document partner activities in joint pursuits, communicating outcomes and next steps accurately.
• Lead partner enablement programs with field SEs and Partner Development Managers.
• Understand sales cycle progression and procurement processes in partner-led deals to ensure timely closure of deals against critical quarterly targets.
• Provide weekly forecast updates toward quarterly & annual revenue targets.
• Adhere to Palo Alto Networks Channel Rules of Engagement and maintain high integrity.
• Collaborate and share best practices cross-functionally and with partners effectively.
• Drive partners to leverage Palo Alto Networks solutions.
• Maintain a customer focus and thrive in a fast-paced, matrixed, dynamic environment.
• Be a mission-driven, curious, adaptable, self-starter with a growth mindset.

Your Experience

• Fluency in GSI partner business and operating models, enterprise technology sales cycles, processes, and best practices.
• Skill in developing partner business strategy, business plans, and measuring success against KPIs and ROI.
• Proven experience influencing senior-level partner executives/principles.
• Strong written, oral, and public presentation communication skills.
• Ability to work, collaborate, and drive outcomes individually.
• Experience in cross-functional environments and driving joint strategy.
• Strong social skills for collaborating and influencing from various internal/external sources/resources.
• Data-driven and proficient in Salesforce & Tableau.
• Minimum 5+ years of sales experience in a hi-tech environment, 3+ years in indirect sales with proven partner management experience with system integrators.
• Excellent presentation skills to influence senior levels within a partner organization.
• Bachelor's or Master's degree or equivalent military experience.

The Team

The GSI Partnerships team drives growth with strategic partners across North America. This focused and experienced team directly collaborates with partners to drive solutions and improved security outcomes for Palo Alto Networks customers.

Compensation Disclosure

Compensation depends on qualifications, experience, and location. Starting base salary or base salary + commission target for sales/commissioned roles is $232,000 - $319,000/yr. May include restricted stock units and a bonus. See provided employee benefits link.

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