Job Description

The Role

We are looking for a motivated and ambitious leader to grow and manage our Enterprise Customer & Indsutry Workflow Solution Sales Team across Australia and New Zealand (ANZ). This leader must be a proven and trusted sales leader, who can influence, partner and advise across the matrix; including Solution Consulting, Sales, Alliance & Channel, Global Delivery and Marketing as well as, with our Business Units.

As the Director Solution Sales, you will be responsible for supporting the ANZ Managing Director to develop our go-to-market strategy for Customer Experience Solutions and support strategic sales opportunities across the region. You will share your knowledge and expertise to help prepare the markets for success on the road to 2025. This role will be reporting into the APJ AVP Customer Workflows and will be managing a team of Solution Sales Executives.

What you get to do in this role:

· Partner with the Managing Director ANZ and Sales Directors to make sure we achieve success

· Build and drive sales strategy and go-to-market for the region including understanding the competitive landscape, presence and strength within the region

· Align with the APJ and Global Business Unit (BU) leaders to build a plan to aggressively grow the business

· Lead and develop a team of specialized sellers to drive different solutions

· Actively engage in territory planning, relationship development and opportunity development and driving revenue by owning Solution Led opportunities and assisting Field Sales Teams in closing other opportunities

· Partner with our Alliance and Channel organization to build a sell to, with and through go-to-market model.

· Influence and drive the right value model around pricing and packaging

· Align to the global success metrics for Customer Success

· Development of territories and quota for the Solution sales team and effective communication to set performance expectations within the team

· Grow and develop a predictable business through accurate forecasting and pipeline development

· Achievement of annual sales goals on a quarterly and annual basis is required

· Engage and align effectively in C-level meetings in order to properly understand customer business requirements

· Build effective working relationships with Sales Directors, Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team

Reporting to the Marketing Director, the role sits within an energetic and enthusiastic marketing team and will suit someone who is a fast learner and multi-tasker, with a keen eye for detail.

You will be responsible for managing marketing campaigns for a number of our B2B events across a broad range of industries. This includes end-to-end campaign management, new marketing initiatives and campaign reporting. 

This role is responsible for ensuring that the events meet respective attendee numbers and generate leads for sponsorship and exhibition sales, achieved through coordinating the marketing initiatives that build awareness of our events and help drive conversions.

Your responsibilities:

• Coordinate the execution of marketing plans for multiple B2B events from start to finish, leveraging internal support and driving collaboration
• Utilise multiple marketing and advertising channels to promote the events, as well as taking the lead on the creative direction, whilst adhering to defined budgets
• Establish positioning, identify target audiences, and develop marketing plans with specific objectives across different channels and segments
• Deliver on event revenue and GP targets, as well as various non-financial KPIs
• Identify effectiveness and impact of current marketing initiatives with tracking and analysis, and optimise accordingly
• Reach out to publications, associations, and other relevant outlets to leverage their subscriber/member base to increase awareness
• Ensure core messaging is consistently conveyed across all platforms

Your Career

As a Technical Sales Manager (TSM), you will work with your sales partner across ANZ and Asia to establish strong relationships with one or more target MSP/MSSP partners to offer Palo Alto Networks’ Prisma SD-WAN/Prisma SASE to their customers, along with other products in our platform portfolio. You will bring a deep technical understanding of networking, routing, and cybersecurity managed services solutions. You will build trust with our MSP/MSSP partners and work with them to build SASE solutions that make their managed solutions more secure. Based on learnings from your customer base, you will provide valuable feedback and input to our product management teams on new feature requests and product improvements.

Your Impact

• Enable our MSP SD-WAN/SASE partners (Sales, Pre-Sales, Solution teams, and Delivery teams) on Palo Alto Networks products and solutions, including technical and value propositions, PoC/PoV, Pricing, Packaging, and lead the Sales governance orchestration.

• Architect and sell validated solutions for Palo Alto Networks MSP/MSSP partners to provide SD-WAN/SASE offerings to their customers as a managed service.

• Identify opportunities with prospective and current customers that can be served with PANW solutions.

• Work closely with the region sales leadership to support sales in a strategic and tactical manner.

• Use Case documents and assets for Demo & POC

• Assist Channel team to create Joint Annual and Quarterly targets - internal and external and tracking against it.

• Develop and nurture current and MSP/MSSP partners to drive growth.

• Act as the go-to technical adviser for Palo Alto Networks MSP/MSSP SD-WAN/SASE partners. 

• Establish yourself as a trusted advisor to MSP/MSSP partners’ sales, product, and engineering teams.

• Execute and manage Sales strategies with your Sales Account Manager and the MSP/MSSP partners.

• Ensure ongoing MSP/MSSP partner and their end customers’ satisfaction, support, and adoption of new PANW products and services.

• Effectively articulate PANW offerings market leadership.

• Demonstrate excellent verbal and written communication and presentation skills to manage interactions with customers and partners.

• Agility to work within small creative teams as well as cross-functional teams.

• Advocate of collaboration and teamwork

• Ambitious and can-do attitude.

• Pursue continuous self-improvement and learning to maintain technical leadership of  applicable technologies (Networking, SD-WAN, SASE, data centre, public cloud, cyber security, 5G, etc.)

The Pre-Sales and Post-Sales Support Associate within the Strategic Analytics and Insights (SAI) team plays a vital role as the key liaison between Commercial, Finance, and Sales teams. This role involves providing expert guidance on finance processes, ensuring strict adherence to the Monthly Closing Calendar deadlines, and supporting the smooth execution of sales operations. You will work closely with sales development teams across APAC, collaborating with cross-functional teams to optimize tools and processes that accelerate the sales cycle, enhance efficiency, and drive business growth. 

• Collaborate with SA&I sales representatives to support day-to-day Inside Sales activities and ensure seamless operations. 

• Assist sales representatives in updating decks with NIQ branding, ensuring all content is polished and client-ready. 

• Manage and maintain CRM records for sales representatives, ensuring accuracy and consistency. 

• Analyze market data to identify trends, patterns, and actionable insights to inform sales strategies. 

• Lead digital sales campaigns using Microsoft Dynamics, Salesloft, ZoomInfo, and LinkedIn Sales Navigator to drive lead generation and opportunity development. 

• Handle invoicing and contract renewals, ensuring timely and accurate billing processes. 

• Ensure proper revenue recognition by updating project dates and coordinating follow-ups with Operations and sales representatives on pending tasks. 

 A Little Bit About You

You have a keen eye for detail and a strong sense of punctuality. With a commercial mindset and a solid understanding of marketing, you excel at bringing clarity to complex situations. You're proactive, take the initiative, and thrive as a self-starter. The ideal candidate brings experience in Inside Sales, Sales Enablement, or Sales Operations within a multinational organization, demonstrating a knack for driving efficiency and supporting sales teams in a dynamic environment.