• Perform high-level sales planning, leading to accurate forecasting of the business
• Generate volume opportunities to deliver a predictable book of business and drive forecast accuracy
• Engage a programmatic approach to demand generate, develop, and expand your territory
• In close partnership with your Systems Engineer, you'll demonstrate mid-market account selling strategies into a mix of install base and competitively held private companies
• Communicate value propositions to clients and stakeholders that speak intimately to their needs and requirements
• Bring to bear all cross-functional resources to achieve your quota - inside sales, channel systems engineering, field marketing, cyber security sales specialists, the services team, sales ops (including deal desk and the response team), and others
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meetings

Required Qualifications

• BS technical degree or equivalent and consider yourself technical enough to cover some accounts while your SE is busy assisting others or equivalent military experience required
• Active security clearance - TS/SCI
• Understand how to win by using Channel partners, and are comfortable with a channel-centric go-to market approach
• Strong partnerships/relationships with existing Federal/Civilian customers mentioned
• Build a fundamental understanding of security threats, solutions, security tools or network technologies
• Grave understanding of CSPM, CWP as well as CNAP
• History of exceeding your quota for at least 3 years
• Possess a successful track record selling complex-solutions directly to mid-market customers
• Excellent time management skills, and work with high levels of autonomy and self-direction

Preferred Qualifications

• CASB understanding highly preferred
• Demonstrated ability to segment accounts across territory and dig in using entire ecosystem with specific focus on partners and marketing (1 to many)
• Have and are able to lead all aspects of the sales cycle with the ability of uncovering, qualifying, developing, and closing new, white-space territories and accounts
• Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals

Additional Information

The Team

Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers and help them understand how our products can protect their environments. This is where our sales teams come in. Our sales team members work hand-in-hand with large organizations to keep their digital information safe. Our passionate sales teams educate, inspire, and empower our potential clients.

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 driven by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. You are an amazing salesperson - you are just looking for something more substantial and challenging as your next step.

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 $255000 - $351000/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.