Be Part of Something Bigger

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

• Increase number of engagements referred to Unit 42 from law firms and/or insurance carriers and expand presence
• Establish new and deepen existing relationships with key stakeholders at target law firms and insurance carriers
• Develop and curate thought leadership relevant to this market to further establish Unit 42 as a market leader
• Perform Quarterly Business Reviews and/or cyber threat landscape briefings with partner firms and carriers
• Work with Unit 42 Consulting and the extended Palo Alto Networks go-to-market teams to develop and leverage resources to engage and activate partners
• Develop tailored value propositions and per-partner agreements to support increased activation and demand

Your Experience

• Substantial professional experience in cybersecurity advisory and consultative sales
• Experience working with law firms and in-house counsel supporting incident response, risk management and digital forensic services engagements
• Established industry relationships with key decision-makers across all levels of partner and prospect law firms
• Understanding and experience with insurance claims management and panel placements
• Experience in working collaboratively to represent a portfolio of services to stakeholders within a law firm and law firm clientele
• Understanding of cybersecurity regulations and the important role lawyers and insurance carriers play in incident response
• Highly effective relationship/partner development skills
• Demonstrated success in developing and implementing go-to-market strategies, processes, and performance metrics
• Proven analytical skills to assess the effectiveness of go-to-market programs and strategies, and the ability to pivot, or double-down to drive greater levels of success
• Ability to travel up to 30%

The Team

Unit 42 Consulting is Palo Alto Network's security advisory team. Our vision is to create a more secure digital world by providing the highest quality incident response, and risk management to clients of all sizes. Our team is composed of recognized experts and incident responders with deep technical expertise and experience in investigations, data breach response, digital forensics, and information security. With a highly successful track record of delivering mission-critical cybersecurity solutions, we are experienced in working quickly to provide an effective incident response, attack readiness, and remediation plans with a focus on providing long-term support to improve our clients’ security posture.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $278000 - $383000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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.

Is role eligible for Immigration Sponsorship?: Yes

About the Position

Securiti, acclaimed for its pioneering role in the industry, has recently achieved notable recognitions such as being listed in the “Top Innovative Startups” by TechCrunch 2023, receiving the “Excellence in Privacy Technology” award at the PrivacyTech Global Summit 2023, and securing the “Innovation Leader” title in the Gartner Magic Quadrant for Privacy Management Software. Founded by seasoned entrepreneurs and industry veterans known for their impactful contributions in high-growth global enterprises, Securiti is an ideal workplace for those passionate about groundbreaking technologies and frameworks. Working alongside exceptionally talented technologists, you'll have the opportunity to shape cutting-edge solutions in our field. We are on the lookout for an outstanding business development expert to spearhead lead generation and qualification, propelling prospects towards our sales team. This role involves proactive identification and engagement with potential clients, coordinating with the sales team of Securiti.ai to establish meetings. It's a pivotal role in fostering our business's rapid growth and expanding market presence.

• Both recent graduates and experienced candidates are welcome to apply.
• This position requires relocation to, or current residence in Raleigh, NC, as it involves working from our new office located downtown.

Key Responsibilities

• Engage in high-frequency prospecting through various channels including cold calls, networking, email, and digital resources to generate a robust lead development pipeline.
• Arrange high-quality meetings with pivotal decision-makers in target companies.
• Educate and nurture inbound leads to facilitate meetings.
• Achieve or surpass daily and weekly calling objectives, contributing to a substantial quantity of qualified sales opportunities.
• Consistently meet or exceed lead generation targets, ensuring a healthy sales pipeline.
• Effectively communicate Securiti’s value proposition to various industries and roles.
• Acquire a comprehensive understanding of Securiti’s technology, conveying its benefits and overcoming objections.
• Conduct thorough research on potential customers, pinpoint decision-makers, and gauge buying interest and urgency.
• Regularly utilize CRM tools (preferably Salesforce) for accurate tracking of customer and prospect interactions.

Qualifications

Required Qualifications

• Bachelor’s degree.
• Highly motivated, competitive, and attentive to detail.
• Team-oriented with a willingness to thrive in a dynamic, high-growth sales environment.
• Excellent verbal and written communication skills, with a positive and engaging phone demeanor.
• Tech-savvy with a knack for understanding technological products and services.
• Capable of working independently and collaboratively in a fast-paced setting.

Preferred Qualifications

• Preferably experienced in engaging with Fortune 500 companies.

What We Offer

• An environment where you will be working on cutting edge technologies and architectures.
• A supportive, team-based culture.
• Competitive compensation, including equity options.
• Fast-tracked career advancement opportunities.

Job Title:

Federal Sales Account Manager – Army

About Trellix:

Trellix is a global company redefining the future of cybersecurity and soulful work. The company’s comprehensive, open and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security. More at https://trellix.com.

Role Overview:

Trellix is hiring a DoD Army Sales Account Manager.

• Meeting and exceeding assigned revenue quota.
• Consistently driving new business pipeline (hunter' mentality).
• Building pipeline to 3x quota or greater.
• Accurately forecasting business Commit, Upside and Pipeline (weekly, monthly, quarterly, annually).
• Ability to cold call and identify potential customers, initiate a sales relationship, prepare and present a Trellix security solution.
• The ability to engage and work with military and civilian executives at the C-Level (Gen & SES Level).
• Strong Team Player; leverages all internal & external resources available to ensure success.
• Capable of closing software, hardware and services contracts exceeding $1M+.
• Demonstrates the ability to analyze the needs of customers and determine how to position Trellix products and professional services to competitively meet those needs. Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with customers.
• Capable of leveraging our channel partners to drive new revenue.

Minimum Qualifications

• Has a track record and ability of growing a sales territory foot print and revenue.
• Must be a United States Citizen.
• Bachelor's Degree.
• DoD Secret or higher security clearance or eligible status for new clearance.
• Experience selling into Federal/DOD for 10+ years.
• Ability to effectively communicate the Trellix value proposition.
• Consistent quota attainment selling enterprise software, hardware, and services.
• Must be able to travel 60% of the time.
• Strong team player leverages all internal & external resources available to ensure success.

Preferred Qualifications

• Direct experience selling successfully into the US Army enterprise and programs.
• Direct selling expertise with cyber security cloud delivered and on-prem technology to new customers.
• A working knowledge of channel sales model and ability to leverage the channel to drive revenue.

This position is paid (in part) on a commission basis. The Base Pay Range is $150,000 - $185,000. The On Target Earnings (OTE) Range (base pay plus on target commission) is $300,000 – $375,000. Actual base pay within the Base Pay Range and actual OTE within the OTE Range will depend on varying circumstances, including the work location, individual qualifications, company budget and other operational business needs. Compensation may also include long-term incentives, subject to various metrics and company policy.

Company Benefits and Perks:

We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

We're serious about our commitment to diversity which is why we prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.