Sales Specialist

Summary

Join Palo Alto Networks as a Sales Specialist for SASE and drive revenue growth by identifying and pursuing new business opportunities with large accounts. Collaborate with existing sales teams, understand customer needs, build relationships, and deliver exceptional customer experiences. Develop and execute SASE sales strategies, lead internal initiatives to enhance storytelling, and support the skill development of account teams. Manage the SASE quota, influence key customers and partners, and participate in external events. Conduct market research, generate leads, develop sales presentations, and build strong relationships. Collaborate with internal teams, maintain sales records, generate reports, and support sales enablement initiatives.

Requirements

• Proven track record of success in enterprise sales with a strong drive for results
• Previous experience selling SASE solutions/platforms or technologies such as SWG, CASB/DLP, FWaaS, SD–WAN, and ZTNA
• Proven track record of cultivating solid cross–functional relationships with internal teams (including senior leadership teams, sales, marketing, services, GTM and product teams), clients and partners
• Familiarity with ecosystem sales models
• Demonstrated ability to establish rapport and build trust with prospects and clients
• Tech–savvy and adaptable, eager to learn about new technologies and industry trends
• Native/fluent Italian and advanced English language skills

Responsibilities

• Drive revenue growth by identifying and pursuing new business opportunities with some of our largest PANW accounts in your area
• Closely collaborate with our existing sales account teams, strategizing on effectively penetrating strategically targeted accounts
• Understand and influence customer challenges and pain points, qualifying their needs more effectively, building solid relationships with potential clients, and delivering exceptional customer experiences
• Develop and drive SASE sales, leveraging relevant sales programs for your targeted list of strategic accounts
• Lead specific internal initiatives to enhance your storytelling for more significant impact (for instance, WIN/LOSS reviews for every deal above $500k and deal reviews) by structuring and developing a knowledge base for the sales organization and, above all, continuously improve our industrialized sales process/plays
• Participate in and lead some office hours sessions to support the skill development of our account teams
• Manage the SASE quota and ensure business health for the region
• Develop and execute SASE sales strategies and initiatives tailored for the region
• Influence the largest regional customers and partners
• Involvement in significant nascent mega deals, ensuring proper positioning of use cases, and delivering the value proposition effectively
• Participation in external events – engaging in EBCs, Customer Roundtables, Industry events, and other external gatherings to represent Palo Alto Networks' Zero Trust & SASE Strategy
• Conduct extensive market research to understand customers' needs and determine key decision–makers
• Utilize various channels, including cold–calling, networking events, social media, and referrals, to generate a robust, influential, well–qualified pipeline
• Develop compelling sales pitches and presentations tailored to address prospects' specific needs and pain points
• Effectively communicate our company's SASE value proposition and unique selling points
• Cultivate and maintain strong relationships with prospects and strategic partners – Understand their evolving requirements and provide consultative sales approaches to address their challenges effectively
• Collaborate with the Account Team, Marketing, BVC, Services, GTM, and Product Management to provide feedback on customer preferences (market trends) and potential areas for growth
• Share insights to refine sales strategies and tactics continually
• Develop and strategize complex sales opportunities successfully
• Maintain accurate and up–to-date records of sales activities, prospect interactions, and deals in SFDC
• Generate regular sales reports and performance analyses for management review
• Assist in designing and implementing training programs in collaboration with the Sales Enablement Team & GTM, and provide tools and resources to empower the Account Teams and Specialist Reps with the essential skills and knowledge required to reach their sales targets
• Offer guidance, coaching, and assistance to the account executives and partners, cultivating an environment of ongoing learning and professional growth

Preferred Qualifications

• Proven experience of closing high value, complex deals
• Experience of enterprise sales methodology (MEDDIC), Must Win Plans etc

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees
• Mental and financial health resources
• Personalized learning opportunities