Full-Time North America GTM Manager, GSI Partnerships

Your CareerThe GSI Public Sector sales team drives growth with strategic consulting partners like Accenture. As a North America GTM Manager, you'll boost pipeline & revenue with Accenture Federal, taking the business to the next level. Collaborate with the team to develop strategy, manage business development, marketing, account collaborations, joint pursuits, and partner enablement. Build demand and pipeline leading to incremental bookings and impactful cybersecurity outcomes.

Your Impact

• Develop and update GSI strategy & partner business plan for North America, ensuring alignment with pipeline and bookings targets.
• Lead monthly, quarterly, and annual business reviews with GSI partners.
• Build & strengthen relationships with key stakeholders at all levels within the partner organization.
• Bridge field sales and partner account teams to drive winning outcomes for customers.
• Serve as a go-to expert for field sales on repeatable sales plays, joint solutions, and marketing activities with partners, generating demand and pipeline for new bookings.
• Understand routes to market with partners (MSSP, Resell, & Influence).
• Utilize strong communication skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) to achieve targets.
• Drive field & partner interlock and effectively engage sales leadership.
• Document partner activities in joint pursuits, communicating outcomes and next steps.
• Lead partner enablement programs in collaboration with field SEs and Partner Development Managers.
• Ensure timely deal closure in partner-led deals through understanding sales cycle progression and procurement processes.
• Provide weekly forecast updates towards quarterly and 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.
• Drive partners to leverage Palo Alto Networks solutions extensively.
• Maintain customer focus and thrive in a fast-paced, matrixed, dynamic environment.

Your Experience

• Fluency in GSI partner business models, enterprise technology sales cycles, processes, and best practices.
• Proven experience developing partner business strategies, plans, and measuring success against KPIs and ROI.
• Strong ability to influence senior-level partner executives and principles.
• Exceptional written, oral, and presentation communication skills.
• Experience collaborating and driving outcomes in cross-functional environments.
• Strong social skills, including the ability to collaborate and influence from various internal and external sources.
• Data-driven approach with proficiency in Salesforce and Tableau.
• Minimum 5+ years of sales experience in a high-tech environment, with 3+ years in indirect sales and partner management, specifically with system integrators.
• Excellent presentation skills to influence at senior partner levels.
• Bachelor's or Master's degree or equivalent military experience.

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