Vice President, Sales Executive – Palo Alto

This opportunity is a high-growth, entrepreneurial leadership role - seeking a dynamic builder to take ownership of the Deloitte + Palo Alto alliance sales strategy. The mission is to aggressively build and support a top-of-funnel pipeline, drive an assertive marketplace impact, and rapidly scale our joint business. This role is for a proven “hunter” who can create demand, evangelize a complex solution at the C-suite level, and build a multi-million dollar business from the ground-up.

Work you’ll do

The Sales Executive (SE) is responsible for selling Palo Alto solutions to the Consulting clients and markets. The role involves:

• Develop leads, cultivate a targeted list of prospects and lead sales efforts within targeted industries working closely with Account and Practice leaders
• Drive net-new opportunities from multiple channels including direct and third-party relationships
• Develop relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy
• Create and lead sales enablement programs, equipping the broader Deloitte Consulting and Cyber Risk Teams to effectively co-sell Palo Alto solutions and scale our reach in the marketplace.
• Build go-to-market strategies to differentiate Deloitte positioning with vendors and clients
• Identify and influence key decision-makers at all levels within the client organization
• Assume multiple roles in various pursuits with account teams and practice leaders as it relates to qualifying, pursuing and closing opportunities
• Lead from the front by quarterbacking complex, multi-million dollar pursuits while simultaneously coaching and enabling account teams to hunt for new opportunities with their own portfolios.
• Develop strategic and tactical plans to meet or exceed sales objectives
• Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team
• Manage internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
• Manage proposal development and make live oral presentations that win new business
• Represent Deloitte by spending time in the field, and at conferences/policy forums

The Team

The Sales Center of Excellence (COE) supports Deloitte’s businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to enable pursuit teams throughout the sales process.

Qualifications

• 10+ years of experience selling cyber solutions / services, or marketplace adjacent capabilities, into complex clients
• Existing and/or evolving in-depth understanding of the marketplace for Palo Alto Network technologies and services (e.g. Cortex, Prisma, Strata), clients' businesses and competitors
• Prior success as a sales professional, consulting services professional, or the equivalent of a Consulting Sales Executive role
• Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
• A proven and verifiable track record of building a new business, territory, or alliance from the ground up, consistently exceeding sales targets by “hunting” whitespace opportunities and closing net-new “logos”
• Developing and utilizing a deep, active, and day-one-ready network of c-suite relationships (CIOs, CISOs, CTOs) impacted by the cybersecurity landscape through transformation initiatives
• Success in working closely with service line leaders, partners, practitioners and other Sales Executives to develop strategies and tactics that drive targeting programs and win business
• Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
  The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.

The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $137,000 to $282,000.

You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.

Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html

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