Job Description
Responsible for managing a Professional Services (PS) Sales and Delivery Theater team with full Profit/Loss responsibility for the Palo Alto Networks JAPAC Theater.
As a member of our Services sales leadership team, you will build and drive regional account sales teams to exceed company objectives while growing your region according to plan. You’ll be responsible for building a high-performance sales culture that delivers results in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals. It will be required that you track sales activity, provide sales projects, and create and analyze metrics.
A challenge inspires you, rather than intimidates you, and you aren’t afraid of setting accelerated goals to drive you to succeed. More than that, you are motivated by empowering our clients to meet their cybersecurity needs and you are driven with an encompassing passion for solutions selling. You’re not afraid of addressing the critical challenges they are facing within digital transactions – and really, you thrive on the pressure. You will educate and drive the core and speedboat teams to understand the value of services and to include all appropriate services offerings in our customer proposals.
As the JAPAC Theater PS delivery leader, you will assume full responsibility for the existing PS team and provide leadership for the delivery of consulting and resident engineering services for customers within the JAPAC theater. You will advise, coach and lead the PS teams on project delivery, solution development and deployment, and revenue generation responsibilities. You are well versed in setting customer expectations, pacing internal and external teams to keep them on track, and motivating the PS Consultants and Resident Engineering team members to do their best work. The PS Theater Leader is a critical position to the company and will be both tactical and strategic in duties. Building strong connections with customers, other Customer Services teams and other external partners to ensure customers successful adoption of the Palo Alto Networks security platform.
Service Sales:
Responsible for building and developing a team of quota carrying services sales professionals
Own and drive revenue outcomes within the assigned region, territories, and/or district, exceeding personal and team sales quotas and goals
Review weekly forecast and business outcomes with services sales managers and our core and speedboat sales leaders
Coach, develop, and mentor representatives to success in all aspects of the sales cycle: lead generation, qualification, forecasting, and closing opportunities, while using our channel/partner network
Build sales analysis for insight into weekly, monthly and quarterly execution and strategies
Attend weekly regional forecast and management calls to provide services sales perspective
Work closely with other core and speedboat District Sales Managers and SE Managers on crafting business strategy to accomplish company goals
PS Delivery:
Build and grow the PS delivery team to support the organizational growth plans in alignment with customer demand
Engagement Delivery Leadership which includes relationship management with the customers, management of all projects through the project managers, implementation and monitoring of project financials to ensure project efficiency
Utilization – drive efficient use of all delivery team resources so that team utilization goals are attained while driving, customer satisfaction, and project revenue goals
Full responsibility for P&L of the JAPAC delivery organization
Develop Services strategy and organize team efforts while meeting and exceeding organizational goals
Serve as a key Services Leader to customers and maintain customer satisfaction.
Develop and evolve service improvements based on customer feedback.
Help develop new strategies for growth based around Professional Services.
Works closely with Global and Theater Practice Leaders to help drive the expansion of PS opportunities within the new and existing customer base.
Ensure the PS Service Delivery teams are meeting their billable utilization targets.
Works with Resource Management and Project Management to staff projects and act as an escalation point for project staffing issues.
Work with managers to develop career plans with goals and objectives so that each team members’ career development can be documented, tracked and supported.
Engage with senior sales leadership to determine and align Practice activities and sales engagement to prioritized sales programs and promotions, ensuring alignment is driven through the theater.
Advocates the use of Professional Services and helps define the PS value proposition, delivery of the proposition, and helps convince the customer of the value of PS and Project Management.
Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
Exercises independent judgment in methods, techniques, and evaluation criteria for obtaining results that are the most conducive to the customer environment and assignment.
Creates formal and informal people networks involving coordination among small and large diverse groups.
Ability to manage direct and matrix staff in order to achieve PS business and customer objectives.
Experience managing geographically diverse team members with a variety of cultural backgrounds.
Qualifications
Sales experience and management experience: preferably experience handling both quotas carrying and lead generation services sales teams
Enterprise sales experience required: networking or network security industries strongly preferred
Experience with channel and partner sales models
Consistently achieved sales goals through your leadership and personal goals
Able to learn new technology quickly, as well as adapt to changing needs
Hired, developed and retained successful sales talent
Deep understanding of enterprise sales methodology that you can translate and coach others in
Built strong cross-functional relationships across clients, partners, and internal teams
Previous practice in Salesforce.com
50% quarterly travel within region
Ability to facilitate workshops with cross functional resources to develop 3 - 5 year strategic services roadmaps
Strong communication (written and verbal) and presentation skills, both internally and externally
Superb organizational and prioritization skills
'Whatever it takes' attitude and motivation to deliver above quota performance
Experience defining and building a services sales organization
Experience working with Channel partners and an understanding of a channel centric go to market approach
Professional Services &/or Support Services leadership experience:
Strong influencing skills and the ability to present at internal and external meetings and events regarding professional services
History of building trusting relationships with regional and theater level PS delivery teams, Engineering teams, Sales, Marketing, and service delivery Partners
Additional Information
Our professional services team is critical to our success and mission. As part of this team, you enable customer success by providing support to clients post-sale. Our dedication to our customers doesn’t stop once they sign – it evolves.
As threats and technology evolve, we stay in step to accomplish our mission. You’ll be involved in implementing new products, transitioning from old products to new, and will fix integrations and critical issues as they are raised. But you won’t wait for them to be raised, you’ll seek them out, too. We fix and identify technical problems, with a pointed focus of providing the best customer support in the industry.
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 **********.
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.
