Full-Time North America GTM Manager

Your CareerThe GSI Public Sector sales team drives growth through strategic consulting partners like Accenture. As a North America GTM Manager, you'll drive net new pipeline & revenue growth with Accenture Federal, taking the business to the next level. Collaborate with team members to develop strategy and drive work streams for business development, marketing, account collaborations, joint pursuit plans, and partner enablement, building demand and pipeline for incremental bookings and transformational cybersecurity outcomes for customers.

Your Impact

• Develop and update the GSI strategy & partner business plan for North America.
• Establish cadence for and lead monthly, quarterly, and annual business reviews with the GSI partner.
• Build and strengthen relationships with key stakeholders at all levels in the partner organization.
• Act as a bridge between field sales and partner account teams, driving winning outcomes for all along with our customers.
• Serve as a go-to expert for the North America field sales organization on sales plays, joint solutions, and marketing activities with partners.
• Understand routes to market with partners (MSSP, Resell, & Influence).
• Utilize a range of skills to achieve targets (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.).
• Drive field & partner interlock and engage sales leadership effectively.
• Document partner activities, communicate outcomes, and define next steps.
• Lead partner enablement programs with field SEs and Partner Development Managers.
• Experience in sales cycle progression and procurement processes for partner-led deals to ensure timely deal closure.
• Provide weekly forecast updates towards quarterly and annual revenue targets.
• Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity.
• Collaborate and share best practices cross-functionally and with partners.
• Drive partners to "go big" with Palo Alto Networks.
• Maintain customer focus in a fast-paced, matrixed, dynamic environment.

Your Experience

• Fluent in GSI partner business models, enterprise technology sales cycles, and best practices.
• Skilled in developing partner business strategy, business plans, and measuring success against KPIs and ROI.
• Proven experience influencing senior partner executives and/or principles.
• Strong communication (written, oral, and public presentation).
• Ability to work, collaborate, and drive outcomes individually.
• Experience working in cross-functional environments and driving joint strategy.
• Strong social skills, including collaboration and influencing from various sources/resources (internal/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 senior levels within a partner organization.
• BS or MS degree or equivalent military experience.

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