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