Palo Alto Strategic Leader and Cloud Security Sales

  • Sales
  • Professional

Palo Alto Strategic Leader and Cloud Security Sales

Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities
The purpose of the Palo Alto Strategic Leader and Cloud Security Sales at IBM is to drive net new pipeline development and sales progression of IBM Consulting Cybersecurity Services (CSS) client opportunities that incorporate Palo Alto Networks (PANW)’s technology in the broader solution offered by IBM Consulting (IBMC). These opportunities may be part of an even more comprehensive opportunity that an IBMC Lead Client Partner (LCP) is pursuing with or delivering to the client.

The focus of this role will be to develop new and high value IBMC opportunities for the PANW specific CSS portfolio, which currently includes:

  • Threat Management, Cyber Trust, X-Force, and Strategy
  • Consulting and Systems Integration (C&SI) services and Managed Security Services (MSS)

The CSS PANW portfolio will include all PANW cybersecurity products, including and not limited to:

  • Prisma Cloud
  • Prisma Access
  • Cortex (XSIAM, XDR, Xpanse, XSOAR)
  • Strata NexGen Firewalls
The Palo Alto Strategic Leader and Cloud Security Sales role is not a technical role, but a sales role and the individuals in this role will be expected to be/become a PANW subject matter expert (SME), as it pertains how to work with and do business with PANW. To this end, this role requires the ability to articulate, educate, support and be deemed a valued team member for LCPs and CSS consultants in their assigned Geo, Market and/or Industry.

The Palo Alto Strategic Leader and Cloud Security Sales role is client facing. The Palo Alto Strategic Leader and Cloud Security Sales is expected to work with the LCP and CSS Associate Partner (AP) to understand “lay of the land” of the client, including, but not limited to current sales motions, client/industry needs/issues and priorities that are planned, budgeted or currently out of scope and may require CSS advisory services. In conjunction with the LCP and CSS AP, the Business Development Leader is also expected to seek and engage the appropriate Palo Alto individual or teams to solidify teaming and to drive the development of a comprehensive and credible joint sales plan. The Business Development Leaders are to actively participate in key client facing discussions, as well as associated internal and PANW teaming discussions with the sole purpose of aiding the joint teams to qualify, progress and close joint opportunities.
Geo, Market, or Industry specific responsibilities include:

  1. Sales Activation:
    1. Evangelize the value of the PANW strategic partnership and sharing best ways of working together within and across all of IBMC, including within CSS
    2. Build collaborative relationships across IBMC (LCPs and CSS) to expedite teaming, opportunity identification, and deal progression
    3. Build collaborative relationships across PANW sales to expedite teaming, opportunity identification, deal progression, as well as possible removal of obstacles to close
  2. Sales Enablement:
    1. Work with across both parties to promote and educate sellers
    2. Geo, Market, or Industry specific responsibilities include:
    3. Sales Activation:
      1. Evangelize the value of the PANW strategic partnership and sharing best ways of working together within and across all of IBMC, including within CSS
      2. Build collaborative relationships across IBMC (LCPs and CSS) to expedite teaming, opportunity identification, and deal progression
      3. Build collaborative relationships across PANW sales to expedite teaming, opportunity identification, deal progression, as well as possible removal of obstacles to close
    4. Sales Enablement:
      1. Work with across both parties to promote and educate sellers
  1. 3. Sales Engagement:
    1. Target and track joint pursuits from identification through close, including loss reporting
    2. Establish and maintain relationships with PANW product sales specialists to allow for internal PANW advocacy of client needs as it pertains to new opportunities and rapid issue resolution
    3. Leading joint account workshops which includes:
      1. Work with PANW and internal IBMC teams to identify opportunities to team – who, what, where, why and how
      2. Share best practices and identify risks, if applicable
      3. Outline a joint sales plan with actions, owners and timeline, assigned to individuals
      4. Establish ongoing cadence for joint read-outs to maintain alignment and communicate revisions to plan
      5. Engage executives, as needed
      6. Monitor progress for leadership reporting, monthly and quarterly
    4. Refresh as needed, PANW knowledge and/or certifications to maintain SME knowledge of market impact and/or industry trends that drive the need and value of CSS offerings and PANW products
Sample governance activities include:

  1. Preparing collateral for Geo / Market specific cadence sessions, monthly reviews, and quarterly business reviews
  2. Providing color commentary, e.g. win stories, best practices, lessons learned, issues to be resolved, etc., to pipeline, forecasts, and other internal and/or joint performance reports
  3. Monitoring and reporting against individual metrics, showing current assumptions, progress to date and actions needed or anticipated to ensure achievement
The successful candidate will meet the following requirements:

  1. Knowledge of the relevant CSS offerings portfolio in terms of the value to the client, to IBMC and to PANW
  2. Ability to present the value of the strategic partnership and the CSS offerings to clients, PANW field sellers, and LCPs
  3. Knowledge of the PANW product portfolio in terms of their value propositions to the client, to IBMC and PANW
  4. Maintain an understanding of competitive products and technologies and accurately position PANW products in competitive scenarios.
  5. Complete required online PANW sales training


Required Technical and Professional Expertise
Please refer to JD above.

Preferred Technical and Professional Expertise
Please refer to JD above.

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About Business Unit

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.


Your Life @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?


About IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.


Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.


Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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