Palo Alto Networks Director of Public Cloud Sales - EMEA in Amsterdam, Netherlands

Director of Public Cloud Sales - EMEA

Sales

Amsterdam, Netherlands

Description

Director of Public Cloud Sales - EMEA

The Palo Alto Networks Director of Public Cloud Sales acts as the strategic leader of the theater’s Public Cloud organization and the owner of the Public Cloud quota and strategy. This position is responsible for providing leadership, management and strategy for Sales go-to-market engagement and all joint activities to support the Public Cloud business. The Director of Public Cloud Sales will have a myriad of different responsibilities to ensure the theater is meeting and exceeding any assigned goals, quota and objectives including but not limited to leading the Public Cloud organization, ensuring sufficient pipeline and bookings, customer engagements, channel partner uplift, and the optimization of all assigned Public Cloud resources. The Director of Public Cloud Sales will be the key contact and coordinator for Palo Alto Networks sales activities for Public Cloud and will be responsible for building and maintaining the theater’s Public Cloud strategy in alignment and coordination with the Worldwide VP of Public Cloud Sales.

The Director of Public Cloud Sales will report to the SVP of EMEA Sales but will have several dotted line coordination requirements for consistent communication and engagement with the WW VP of Public Cloud Sales, Business Development, Marketing, Channels, Inside Sales and Product Marketing/Development. This position will lead a team of in-theater direct reports including but not limited to Public Cloud Engagement Managers, Public Cloud Channel Managers and Public Cloud Architects. The Director of Public Cloud Sales must also be very active in customer meetings and opportunities to assist the theater’s sales organization on public cloud bookings. In addition, the Director of Public Cloud Sales needs to maintain consistent engagement with the Public Cloud Providers such as AWS, Azure and Google Cloud to ensure a joint strategy and tight alignment.

The Director of Public Cloud Sales is regarded as being highly strategic to the company and the Public Cloud initiative in regards to strategy, influence and execution. The Director of Public Cloud Sales is required to contribute to the larger Palo Alto Network’s Public Cloud strategy outside of their day to day activities and will be called upon for their subject matter expertise in trainings, QBRs, enablement, and other engagement activities. The Director of Public Cloud Sales will be responsible for the theater’s Public Cloud strategy and all headcount and staffing requirements and will work closely with the SVP of EMEA Sales on staffing strategies and budgeting. They will also set quarterly goals for the theater’s public cloud team and will coordinate and support the other sales leaders within the theater’s senior sales staff on any and all Public Cloud issues and opportunities.

The Director of Public Cloud Sales will consistently demonstrate thought leadership and a deep understanding of the theater’s Public Cloud go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events and funnel management.

Responsibilities:

  • Lead and manage all Public Cloud sales activities and go to market strategies for EMEA

  • Develop theater’s Public Cloud sales strategy and work with SVP of EMEA Sales on all Public Cloud goals and targets. Ensure theater’s plan exceeds any set quotas

  • Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports

  • Lead and manage all aspects of the Public Cloud Sales organization in a direct or dotted line model consisting of Public Cloud Engagement Managers, Public Cloud Channel Managers and/or Public Cloud Architects.

  • Ensure strong activity in sales opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and the Public Cloud sales organization

  • Support Palo Alto Network’s field sales organization on all Public Cloud requirements including customer meetings and activities, channel partner engagement and strategies and support of Marketing events.

  • Coordinate activities and have involvement with the theater’s Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy

  • Develop annual strategic plan and performance goals for the theater’s Public Cloud sales initiative

  • Provide support and coordination with Public Cloud Providers such as AWS, Azure and Google Cloud and ensure strong alignment and relationships

  • Work with EMEA’s Channel Leadership to develop strong Public Cloud channel strategy and help to recruit public cloud specific partners and competency

  • Understand and articulate the Palo Alto Network’s Public Cloud product and solutions and be an expert in the area of Public Cloud

  • Assist with providing content for Public Cloud training curriculum and sales enablement at the direction of Sales Enablement

  • Act as a central spokesperson for all Public Cloud events, trainings, internal functions and other speaking opportunities

  • Help provide insight in the support of Public Cloud events and attend/participate in the events

Requirements:

  • BA, BS (or equivalent work experience), MBA preferred

  • 10+ Years’ experience in Sales Leadership – proven track record of success and overachievement in performance

  • Proven deep experience in leading pan-EMEA sales organizations – deep understanding of each region of EMEA

  • Public Cloud sales experience, including SaaS, subscription and Marketplace licensing models is preferred

  • Deep understanding of the Public Cloud market and economics including but not limited to difference in cloud models, providers, technical architectures and drivers is preferred

  • Proven channel experience including selling with, engaging and leveraging channel partners

  • Demonstrated history of managing and exceeding sales quota

  • Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts.

  • Existing relationships with AWS, Azure and/or Google Cloud is a plus

  • Proven strategic execution including the building of sales and staffing plans and strategies

  • Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies.

  • Demonstrated ability to work in a virtual and matrix environment

  • Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment

  • 50%+ Travel with ability to travel internationally

  • Strong communication (written and verbal) and presentation skills

  • "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business

Learn more about Palo Alto Networks here at https://www.paloaltonetworks.com/company and check out our fast facts at https://www.paloaltonetworks.com/company/company-fast-facts

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