Palo Alto Senior Channel Sales Manager

Job Type: Permanent
Work Model: Hybrid
Reference code: 126909
Primary Location: Toronto, ON
All Available Locations: Toronto, ON; Burlington, ON; Calgary, AB; Edmonton, AB; Fredericton, NB; Halifax, NS; Kitchener, ON; Moncton, NB; Ottawa, ON; Regina, SK; Saint John, NB; Saskatoon, SK; St. John's, NL; Vancouver, BC; Victoria, BC; Winnipeg, MB

Our Purpose

At Deloitte, we are driven to inspire and help our people, organization, communities, and country to thrive. Our Purpose is to build a better future by accelerating and expanding access to knowledge. Purpose defines who we are and gives us reason to exist as an organization.

By living our Purpose, we will make an impact that matters.

• Learn from deep subject matter experts through mentoring and on the job coaching
• Leverage the Deloitte CPA Advantage program, a comprehensive support program for CPA modules and the CFE.
• Be encouraged to deepen your technical skills…whatever those may be.
• Build your leadership skills at Deloitte University.
• Have many careers in one Firm.
• Partner with clients to solve their most complex problems
• Enjoy flexible, proactive, and practical benefits that foster a culture of well-being and connectedness.
• Enjoy My Benefit Dollars - a flexible benefit to support your physical, financial and emotional well-being.
• Experience a firm where wellness matters.
• Experience MyFlex and an agile work environment where work is what you do not where you do it
• Experience MyFlex where reduced hours or seasonal work allows you to meet your personal goals.
• Build a network of colleagues for life
• Have an impact that matters through pro bono and significant volunteer opportunities.
• Be empowered to lead and have impact with clients, our communities and in the office.
• Be expected to share your ideas and to make them a reality.
• Be part of a firm that leads the way and pushes themselves to look like contemporary Canada.
• Grow your network and your knowledge by joining one of our many Employee Resource Groups.

What will your typical day look like?

Deloitte Canada seeks an experienced sales professional to support our successful and growing Palo Alto Networks alliance. The individual will focus on our market position, relationship with Palo Alto on various levels and capacities, and most importantly lead sales activities in Canada. The primary role of the position will be to develop relationships with Palo Alto, our leadership and client service partners, Senior Executives in target companies to identify opportunities that will generate top-line revenue.

As a Senior Channel Sales Manager within this line of business:

You will participate in and coordinate the development of sales strategies related to Palo Alto product licenses while driving key sales campaigns/initiatives with a national scope. You will be responsible to:

• Plan and execute calls and cadences to manage various relationships.
• Manage and coach team members and Palo Alto-focused practice leads through the various steps of the firm’s sales cycle in collaboration with Deloitte.
• Ensure the growth and maintenance of the pipeline with regular CRM hygiene.
• Participate in innovating the sales process and continuous improvement in our sales operations.
• Drive product resell sales & proactive collaboration with Palo Alto.
• Identify and involve relevant parties for solution support for Deloitte (Canada) pursuit/account teams during the sales cycle.
• Develop RFP responses, engagement letters/statements of work, etc.
• Assist in developing solution proofs of concept (or pilots).
• Drive pilot opportunities.
• Support external (client) and internal activities on the joint solution(s).
• Work with Palo Alto Networks personnel to develop content and drive enablement.

Part of your daily routine will be to develop strong working relationships with Partners related to assigned targets, Industry Leaders, Palo Alto stakeholders, and clients. You will also need to maintain the relationship with other Deloitte marketing sales and pursuit support practitioners. Additionally, you will actively participate in the continuous improvement of our sales operations, including go-to-market initiatives, innovating our offering and our overall sales strategy.

Enough about us, let’s talk about you

Are you someone with:

• Minimum 10+ years of sales experience, with at least 5 years selling cyber security products (Palo Alto-specific sales experience is an asset),
• Demonstrated ability to train and mentor others in professional sales,
• A good understanding of business, business pain points, and an ability to converse with business leaders,
• Ability to maintain and foster senior relationships with Palo Alto,
• Strong expertise in software sales, channel sales strategy, and selling motions,
• Experience improving and innovating sales processes,
• Capacity to navigate across Alliance Partner Sales, Service and Support organization and connect the vendor partner(s) with the Deloitte Teams

Why Deloitte?

Join The One Firm , where you can make an impact that matters in a way you never thought possible. With endless opportunities at every turn and a culture built to support and develop our people to be their best, Deloitte is The One Firm for you to learn, grow, create, connect, and lead. We do this by making three commitments to you:

• You will lead at every level : We grow the world’s best leaders so you can achieve the impact you seek, faster.
• You can work your way : We give you the means to be flexible in how you need and want to work, and we have innovative spaces, arrangements, and the mindset to help you be wildly successful.
• You will feel included and inspired : We create a deep sense of belonging where you can bring your whole self to work.