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Our Mission At Palo Alto Networks® everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are. FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.The Distribution Sales Specialist (DSS) for Commercial has primary responsibility for driving commercial sales (aligned to SMB + Midmarket or Commercial Select) through platform plays designed to drive pipeline creation and bookings growth. The DSS’s will align with the top 20-25 Commercial focus partners (that are not covered by CBMs or CAMs or another DSS) as well as our distributor-managed, longtail, partners leveraging Distribution for scale. This partner segment represents 50%+ of Commercial’s TNB. Furthermore, the Field Sales alignment of the DSS will be dedicated to Commercial with specific region/district alignments. We will move to a 1:1 Distributor coverage model for DSS’s with the additional 3 headcount. The DSS will utilize resources from the Distributors, such as pre-sales engineers, marketing support, and service offerings with these longtail partners to support their growth with PANW. The DSS will also help support our EOMs / EOQs with our Distributors for all Commercial Deals (offloading this from the DBMs) as a resource available on longtail partner deals for our Field teams.SmartRecruiters Detail for Commercial DSS’s: Your Impact
Develop and execute Commercial Focused Sales Plays
NNL Growth Campaigns. The expectation is 20%+ NNL DR growth Y/Y via Disti Managed Partners.
Cortex and SASE plays to generate 30%+ Y/Y growth through Disti Managed Partners.
Enable the Distributor + Disti’s longtail partners on BD motion, call scripts, and host partner floor days. Create a programmatic model with the Distributor for business development/pipeline creation. .
Act as a liaison between Disti-Managed Partners and PANW Commercial Field Reps (DSS will be listed on the Partner’s account in SFDC as the owner and show in the Partner Portal). This ensures quick turnaround and support for longtail partners w/ our sellers.
Extended Team member of an assigned Commercial Region(s) or Districts (especially SMB) to represent Distribution and the long tail.
Provide Commercial Seller education on NextWave CROE and how to work with Distribution and sell with partners
Responsible for semi-annual NextWave Program Compliance efforts working with our Distributors and their partners, including working with distributors on plans to address gaps in Partner requirements and to make the decision on up-leveling, downgrading, or off-boarding these Partners
Manage (and delegate as needed) the wide variety of NextWave Program and PRM related requests and issues that can be directed to the NextWave team. These include: NW program questions, certifications not showing under partner record, Deal Registration issues.
Handle (solve or escalate) all escalations related to day-to-day for Disti Managed Partners.
Support resources available to our distributors to assist with tactical inquiries
Contribute to the annual business plan process with Disti’s as needed regarding the Distributor’s Top 20-25 focus partners
At each end of the month / EOQ,support (managing sales/CBM inquiries on slack for Commercial PO status and using the Collaboration Zoom)
Your Experience (intent is to hire internally w/ existing BDR + PANW experience)
2 – 3 years of Sales, Business Development, Channel Sales,, or Distribution Sales experience
Self-starter, motivated, & proactive. Willingness to initiate new ideas and operate with autonomy
Working knowledge and experience selling technology, working in a fast-paced environment
Experience influencing partner/distributor actions and collaborating highly with others
Proven ability to communicate effectively and professionally (verbal and written)
Strong time management and organizational skills
Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.
