Palo Alto Business Development Services (BDM) specializes in selling Palo Alto services and solutions to net new and existing government accounts (Federal/State, Local & Education) in a defined geographic territory. The Services BDM works hand-in-hand with Public Sector Client Executives, Client Solutions Directors, Market Leaders, Partners and key internal resources to grow and facilitate new Palo Alto solution sales opportunities. The goal is to drive sustainable financial growth through Palo Alto consumption by forging strong relationships with our sellers and government clients. The BDM develops and drives Palo Alto consumption opportunities to closure and expands those opportunities by leading with Palo Alto Services Solutions.
The Palo Alto Services BDM must provide solution expertise and guidance on Palo Alto to our clients and internal sales teams by recommending complex Palo Alto solutions to meet our client’s technology and business needs. The BDM contributes to the development of Palo Alto solution sales collateral with Product Marketing teams and helps drive sales enablement across our various public sector sales teams.
What you’ll do at Insight:
- Achieve/exceed quarterly sales targets by pursuing new opportunities in existing clients who have not purchased Palo Alto software & services from Insight.
- Effectively communicate Insight Public Sector’s complete value proposition and GTM solutions to all levels of an organization.
- Successfully qualify Palo Alto opportunities and build a 2.5x pipeline to ensure goals are met.
- Lead negotiations and be responsible for overcoming objections to capture new Palo Alto opportunities.
- Develop and maintain a strong knowledge of leading industry trends in relation to Palo Alto solutions.
- Develop and pursue an overall territory plan to maximize Palo Alto opportunities and leverage Insight’s integrated solution offerings within key accounts while maintaining a 2.5X pipeline in our CRM tool. Present a Monthly/Quarterly Business Review for Insight leadership.
- Coordinate sales efforts between Insight sales and Palo Alto Partner sales teams. Increase and promote Palo Alto partner programs and solutions.
- Follow up on partner-provided and marketing campaign leads and provide feedback to determine success of campaigns.
- Assist with client-facing proposals that may include cost analysis of Palo Alto consumption programs.
- Assists client in defining strategic direction for Palo Alto solutions. Provides input in mapping business requirements to Insight’s Palo Alto solutions.
- Assist with RFP/RFI responses, and cost modeling (perhaps in conjunction with other internal resources on complex bids as it relates to Palo Alto solutions.
- Work in conjunction with Palo Alto Partner Management & Product Marketing to provide input into go-to-market strategies, collateral development, and execution models in an effort to drive sales effectiveness and knowledge throughout the organization on Palo Alto solutions.
- Achieve appropriate Palo Alto partner certifications based on metrics established quarterly.
Sales Enablement:
- Enable sales and sales support teams on Palo Alto programs and solutions.
- Promote Insights Palo Alto solutions portfolio to Palo Alto partner sales teams.
Regular Job Functions
- Must be able to visit clients as needed.
- Demonstrate ability to drive Palo Alto sales pipeline.
- Excellent customer service and verbal communication skills.
- Excellent written skills and the ability to do some administrative work related to documentation and tracking of opportunities/meeting follow up.
- Ability to understand and translate the client’s business objectives and requirements.
- Ability to understand and support the internal sales and solutions objectives within a client.
- Regularly exercises discretion and independent judgment.
- Maintain professional relationships with teammates, partners and clients.
- Self-motivator and ability to function in role without day to day supervision.
What you’ll need to join Insight
- Bachelor’s degree in Business, Marketing, Information Technology or a related field preferred
- 7+ years’ experience in Palo Alto solution sales (IaaS, PaaS, and SaaS) solutions and services to public sector customers, specifically in the federal and state, local and education (SLED) segment, with a proven track record of consistently exceeding company objectives and sales quotas
- 5+ years’ experience in selling complete Palo Alto solutions including consulting and managed services preferred. Demonstrated experience in analyzing complex solutions across multiple GTM solutions
- Strong understanding of government procurement processes and regulations.
- Deep knowledge of critical government and education contract vehicles as well as experience responding to Request for Proposals (RFPs).
- Managing relationships with both internal and external business stakeholders and technical pre-sales partner, delivery, and sales teams
- Experience working in a matrix sales model with other Client & Solutions Sales Executives
- Knowledge of past, current and emerging Palo Alto solutions and technologies
- Knowledge of vertical industry requirements e.g., (Public Sector).
- Consistently demonstrates attention to detail
- Strong customer service skills
- Strong research and analytical ability
- Excellent written and verbal communications skills and be able to work across groups to drive successful client outcomes
- Ability to build cost models and proposal documentation models for clients, including ROI/TCO
- Demonstrated ability to work collaboratively as part of a team sales effort, and to successfully operate in a flexible, virtual operating environment
Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.
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