Channel Sales Manager - Palo Alto

Channel Sales Manager

Deloitte is currently seeking a strategic and results-oriented Channel Sales Manager to lead our national go-to-market relationship activities focused on our Palo Alto Networks ("Palo Alto") alliance. This role is dedicated to aggressively driving "net-new" sales and building pipeline by embedding the Palo Alto platform into Deloitte's largest-scale client transformations. The ideal candidate is a high-energy sales driver who thinks beyond traditional "cyber on cyber" sales lifecycle - and will be responsible for evangelizing Palo Alto as a foundational platform for secure business transformation, positioning its solutions as critical enablers for business solutions.

The Channel Sales Managers are members of Deloitte's Growth Platforms and a partner to our Cyber & Strategic Risk practice. This individual will work in close collaboration with our Cloud Engineering, Hybrid Cloud, and Application Modernization practices, as well as Deloitte's Account Principals / Managing Directors (PMDS), and Sales Executives - and other Ecosystems & Alliances Leaders. The primary objective is to build relationships with both Deloitte and Palo Alto sales teams to drive top-of-funnel demand, qualify new leads through a defined / coordinated sales strategy, and act as a strategic advisor throughout the sales process.

The Channel Sales Manager will act as the primary sales and relationship driver for the Palo Alto Alliance, working in close coordination with the Deloitte Lead Alliance Partner (LAP) and will be the go-to-expert on the joint-value propositions for marketplace growth, aiding in the relationship evolution with the Palo Alto sales leadership and Deloitte's client-facing executives to grow the alliance pipeline.

The role involves:

• Execute the national alliance go-to-market strategy, translating said vision into actionable sales plays and demand generation campaigns to build, manage, and implement a multi-million-dollar sales pipeline for the Palo Alto alliance.
• Actively team with Deloitte's Sales Executives and account leadership to support their sales pursuits, serving as a pre-sales subject matter expert on the joint alliance capabilities for solutioning, proposal support, and navigating the alliance relationship.
• Pro-actively originate, qualify, and shape net-new business opportunities by partnering with Deloitte's Cyber & Strategic Risk, Cloud, and Hybrid Technology (as examples) PMDs and Sales Executives.
• Develop and execute targeted go to market campaigns (e.g., strategic workshops, executive roundtables, marketing) to evangelize the joint Deloitte + Palo Alto value proposition and generate net-new demand.
• Aggressively educate and enable the Palo Alto sales organization on Deloitte's cyber and transformation capabilities, building relationships to ensure Deloitte is the preferred partner for services.
• Support alliance management and planning process, including coordination among leadership and capturing follow-up actions to ensure sales momentum.

The successful candidate will possess: exceptional relationship-building skills, a "hunter" mentality with demonstrated success originating and closing sales in a large, matrixed organization, process-oriented project management experience, and the ability to work in a fast-paced environment and manage multiple complex tasks. Additionally, excellent written / oral communication skills, strong problem-solving, analytical, and creative problem solving skills, a self-starter mentality with the ability to act autonomously and navigate ambiguity, high-energy, a detail-oriented focus, and the ability to adapt to a changing environment are required.

Qualifications required include 5-7+ years' experience in cybersecurity channel sales, strategic alliances, or business development, with a significant emphasis on business development, sales, and client relationship management. Deep understanding of the cybersecurity technology ecosystem and a proven track record in a partner-led sales motion are also necessary. Proficiency in Microsoft Office suite - strong Teams, PowerPoint, and Excel skills are critical. Ability to travel up to 25% (on average, based on work and the clients / industries / sectors served) is required. 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 is $124,700 to $229,500. You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including individual and organizational performance.