The Specialist Solutions Sales Executive will oversee market success of ServiceNow's Employee workflow products. 

You will play a leading role in engaging assigned accounts and be responsible for the creation of new business and pipeline across a substantial portion of the ServiceNow sales cycle and methodology. You will oversee executive relationship management for assigned accounts; lead and partner with virtual teams, including Core Field, Solution Sales, Solution Consulting, Support and Professional Services. 

What you get to do in this role: 

The Specialist Solutions Sales Executive supports the strategy and solution win for specialty solution areas depending on engagement model. Responsibilities/ activities can vary by solution area given coverage capacity. 

• Develop a sales strategy in the allocated territory with a target prospect list, and a regional sales plan for your assigned account and/or territory.  

• Develop relationships with multiple C-suite personas (e.g., CHRO, CPO, CFO, CIO, COO) across Employee Experience product(s) and multi-workflow solution(s).  

• Arrange and conduct initial Executive and CxO discussions and position meetings  

• Collaborate closely with your Solution Consulting counterpart and extended team to deliver demonstrations showcasing ServiceNow’s Employee Experience product(s) & solution(s), orchestrating relationships as required.  

• Develop a clear roadmap and building capabilities across our clients and ServiceNow teams to promote an outstanding customer experience  

• Be the trusted advisor to the customer by understanding their existing and future Employee roadmap to drive the ServiceNow Employee Workflows platform  

• Lead opportunities all the while collaborating closely with Core Sales Teams (AE’s, SC’s, Leadership) and other ServiceNow Solution Areas (Customer, Creator, IT) to deliver outcomes-based solutions to our clients and prospects.  

• Coach AEs, Account Development Reps (ADR), ACE (partner organisation) with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle 

• In partnership with assigned Account Executive and Solution Consultant, present our Employee Workflows offering directly to prospects, customers, partners and at industry events and seminars  

• Articulate customer success strategies to the field to streamline and standardize Platform presentations and value proposition  

• Prospect qualification and the development of new sales opportunities and ongoing revenue streams with limited support from inside sales  

• Sales process management and opportunity closure  

• Ongoing account management to ensure customer satisfaction and drive additional revenue streams 

• Champion diversity and belonging to contribute to an open and inclusive environment 

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

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.)