Sr Director, Data Security GTM - Santa Clara - job 957818

Palo Alto Networks

Date: 07/22/2021

City: Santa Clara, California

Employment type: Full-time

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Seamlessly integrated with the industry’s first ML-Powered NGFW platform, our cloud-delivered security subscriptions coordinate intelligence and provide protections across all attack vectors, providing best-in-class functionality while eliminating the coverage gaps disparate network security tools create. Customers are consuming security in multiple form factors, physical, virtual, and cloud-based and the Cloud Delivered Security Services GTM team pulls this together.  This is a high profile leadership role reporting to the SVP of Cloud Delivered Security Services . We’re looking for an executive who has a strategic mindset and strong leadership & customer engagement capability.

Job Description

Your Career

We are looking for a Sr. Dir. Data Security GTM, who will embody the PANW vision and culture,  leading the rapid growth strategies and GTM execution for our nextgen data security  offering (including SaaS security & Enterprise DLP).  A successful candidate is one who thrives in a fast and collaborative environment and has a proven track record of driving growth in the SaaS market.

Your Impact

  • Vision & Strategy

    • Responsible for long term go-to-market vision & short term execution for the security services. Including: GTM model, compensation, alignment, partner, ecosystems

    • Partner with Product Management, Marketing and Sales to identify and create aligned go-to-market plans that accelerate growth, including milestones and metrics for development teams.

    • Acquisition & development strategy for the marketplace

  • Cross functional alignment 

    • Partner with Product Management, Marketing and Sales to identify and create aligned go-to-market plans that accelerate growth, including milestones and metrics for development teams.

    • Build strong relationships across the sales organization to drive initiatives, and receive continuous feedback from key stakeholders.

  • Sales execution

    • Ultimate accountability for hitting and exceeding annual sales targets assigned across the theaters.

    • Lead marketing plan interlock creation and creation for acquisition of net new logos, embed in existing campaign. 

    • Support key deals Build and manage a network of customer executive relationships and execute customer negotiations. Have a direct involvement and influence in top opportunities, leading engagements in partnership with the 'Core' Palo Alto Networks sales leadership.

    • Enable the field sales teams, sales plans and packages - ensure the team is capable to sell support.

    • Collaborate and partner with core Channels/SI/SP organizations to optimize all routes-to-market.

  • Customer Success

    • Interlock and interface with Customer success to ensure successful deployment activation and expansion of renewal of offerings.

    • Manage the full customer lifecycle.

  • Market positioning 

    • Responsible for market positioning, pricing, competitive awareness. 

    • Brand awareness, solution preferences

    • Industry leadership, subject matter expertise, thought leadership internally and externally

  • Measure progress and iterate plans

    • Measures and metrics for success, dashboards to track progress on strategy.

    • Communicate with all stakeholders on outcomes and drive decisions based on data.

Qualifications

Your Experience

  • Significant set of experiences with GTM /growth in a B2B fast-growing company
  • Knowledge of the data security /security services  product landscape
  • Background in Enterprise B2B sales/ pre-sales
  • Proven track record of leading complex analysis and driving clear prioritization and strategy
  • In-depth knowledge of SaaS Security, Enterprise DLP and malware
  • Outstanding communication and presentation skills; must be comfortable interacting extensively with executive staff
  • Positive, growth-oriented mindset
  • Thrives in a matrixed, team environment anchored by our values of Collaboration, Disruption, Execution, Inclusion, and Integrity

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 cyber threats.

 

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. 

 

 #LI-MM1

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