Sales and Solution Specialist

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Drive increased sales growth for Palo Alto Networks within NTT DATA.

• Establish and sustain a qualified pipeline for Palo Alto Networks that meets assigned growth objectives.

• Identify, qualify, and advance new cybersecurity opportunities among existing NTT DATA clients and targeted new accounts.

• Enhance the penetration of Palo Alto Networks solutions among key NTT DATA clients.

• Recognize opportunities for competitive displacement, consolidation, modernization, and platform integration.

• Boost NTT DATA's consulting, professional services, and managed services engagement.

• Formulate joint account and opportunity strategies alongside Palo Alto Networks sales personnel.

• Expedite strategic initiatives and eliminate obstacles to closing deals.

• Take ownership of and meet assigned annual sales and gross profit objectives.

• Maintain an approximate 4x qualified pipeline coverage.

• Develop strategies for opportunities, stakeholder maps, closure plans, and next steps.

• Keep accurate records of pipeline, forecasts, close dates, and opportunity data.

• Serve as the primary sales liaison between NTT DATA account teams and Palo Alto Networks field sales teams.

• Conduct joint account mapping and devise collaborative pursuit strategies.

• Engage directly with CISOs, CIOs, CTOs, infrastructure leaders, security executives, and other senior client stakeholders.

• Facilitate client workshops, discovery sessions, executive briefings, and solution demonstrations.

• Frame client solutions that integrate Palo Alto Networks technologies with NTT DATA's consulting, implementation, migration, transformation, and managed services.

• Coordinate efforts among Client Executives, Solution Architects, Services, Delivery, Pricing, Commercial, and partner resources.

• Guide opportunities from qualification through proposal, negotiation, and closure.

• Assist with strategic RFP/RFI responses, client presentations, and commercial negotiations.

• Maintain knowledge of sales and solutions across Strata/Network Security, Prisma SASE, Prisma Cloud, Cortex XDR/XSIAM, Security Operations, Zero Trust, Cloud Security, and AI Security.

• Activate internal sales teams through sales plays, discussion frameworks, target account lists, and competitive insights.

• Evaluate success through metrics such as sales, gross profit, pipeline development, opportunity conversion, services integration, partner activation, and strategic account engagement.

⛳️ Requirements

• Extensive experience in quota-carrying enterprise sales within cybersecurity, networking, cloud, managed services, or related technology sectors.

• Proven history of consistently achieving or surpassing sales targets.

• Demonstrated capability to independently generate a qualified pipeline.

• Experience in selling complex technology and service solutions to large enterprise clients.

• Background in engaging with senior IT, infrastructure, and cybersecurity decision-makers.

• Experience within a large technology provider, Global System Integrator, MSP/MSSP, or major technology vendor ecosystem.

• Proven experience coordinating complex, multi-stakeholder enterprise pursuits.

• Experience with Palo Alto Networks or another leading enterprise cybersecurity provider is strongly preferred.

• Previous sales experience with Palo Alto Networks solutions is preferred.

• Experience working for Palo Alto Networks or with a strategic partner of Palo Alto Networks is preferred.

• Established relationships within the Palo Alto Networks field organization are preferred.

• Familiarity with Palo Alto Networks’ platform strategy encompassing Strata, Prisma, and Cortex is preferred.

• Understanding of GSI, channel, and partner-led enterprise sales dynamics.

• Bachelor’s degree or equivalent experience in business, technology, sales, or a related discipline.

• Relevant solution-selling or consultative-selling certifications are preferred.

• Palo Alto Networks sales and solution certifications are preferred or expected to be obtained within a specified period following hire.

🏝️ Benefits

• Medical, dental, and vision insurance with an employer contribution.

• Flexible spending or health savings account.

• Life and AD&D insurance.

• Short- and long-term disability coverage.

• Paid time off.

• Employee assistance program.

• 401(k) plan with company matching.

• Additional voluntary or legally-required benefits.

• Incentive compensation based on individual and/or company performance may be available.