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Deloitte · 1 day ago

Channel Sales Manager - Palo Alto

New York, NY

Full-time

Hybrid

Mid, Senior Level

$125K/yr - $230K/yr

5+ years exp

Deloitte is currently seeking a strategic and results-oriented Channel Sales Manager to lead their national go-to-market relationship activities focused on their Palo Alto Networks alliance. This role involves driving new sales, building pipeline, and acting as a primary sales and relationship driver for the Palo Alto Alliance, while collaborating closely with various teams within Deloitte.

AccountingConsultingFinancial ServicesLegalProfessional ServicesRisk Management

Growth Opportunities

No H1B

Responsibilities

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

Qualification

Cybersecurity channel salesBusiness developmentClient relationship managementMicrosoft Office proficiencyProject managementRelationship-building skillsProblem-solving skillsCommunication skillsSelf-starter mentalityAdaptability

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

Benefits

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.