Channel Sales Manager - Palo Alto
Deloitte is currently seeking a strategic and results-oriented Channel Sales Manager to leader our national go-to-market relationship activities focused on our Palo Alto Networks ("Palo Alto") alliance, working in close alignment with the Deloitte Lead Alliance Partner (LAP) who owns the overall "sell with" alliance strategy and executive relationship. 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 (such as Cloud and Data Migration or Application Modernization as examples). This role requires strong project management, executive-level communication, and the ability to navigate a fast-paced, matrixed organization to originate and shape individual and joint opportunities.
The Team
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 Coud, 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.
Work You'll Do:
The Channel Sales Manager will act as the primary sales and relationship driver for the Palo Alto Alliance, working in close coordination with the 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 (as defined by the LAP), 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. Support aspects of alliance pipeline management, including system entries, reporting, and maintenance.
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. Proactively joining client discovery calls to shape and co-solution large-scale opportunities, embedding Palo Alto's platform as a core component of business / digital transformations.
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. Concurrently, identify and drive add-on sales by expanding the Palo Alto platform footprint (including exiting Deloitte clients), demonstrating how it accelerates and secures broader business initiatives.
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 and evangelize joint Deloitte + Palo Alto capabilities with both Palo Alto and internal Deloitte sales teams. Identify brand differentiators and create client-specific marketing materials, including proposing ideas for alliance-sponsored events, thought leadership, and client-facing eminence to further "share of voice" in the marketplace.
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 to establish rapport, trust, and confidence with senior executive teams (both internal and external stakeholders)
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
Excellent written / oral communication skills
Strong problem-solving, analytical, and creative problem solving skills
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.
Qualifications
Required:
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 (e.g., Zero Trust, SASE, XSOAR, Cloud Security, etc.) and a proven track record in a partner-led sales motion
Demonstrated ability to tie cybersecurity platforms to broader technology and business objectives (e.g., cloud migration, data center modernization, OpEx reduction, etc.)
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)
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 takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range 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, without limitation, individual and organizational performance.
Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html
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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
