Palo Alto Networks Sales and Solution Specialist

About this role

Make an impact with NTT DATA Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive.

Your day at NTT DATA The Palo Alto Networks Sales and Solution Specialist is a dedicated, customer-facing, quota-carrying sales specialist responsible for accelerating NTT DATA’s growth with Palo Alto Networks.

The purpose of this role is to drive the commercial execution of NTT DATA’s strategic growth agreement with Palo Alto Networks by identifying, creating, qualifying and progressing new cybersecurity opportunities across existing NTT DATA clients and targeted new accounts.

The Sales and Solution Specialist combines strong sales capability with sufficient Palo Alto Networks solution expertise to identify client needs, frame the appropriate solution, mobilize NTT DATA and Palo Alto Networks technical resources, and lead opportunities through to commercial closure.

This is a proactive sales growth role. The successful candidate will not rely solely on qualified opportunities generated by Client Management. They will actively create pipeline, identify whitespace, develop joint pursuits with Palo Alto Networks sellers, increase NTT DATA services attachment and accelerate strategic deals.

The Sales and Solution Specialist will work closely with NTT DATA Client Executives, Sales Directors, Solution Architects, Consulting, Services and Delivery teams, as well as Palo Alto Networks field sellers, specialists, channel leadership and technical teams. The individual will position the combined value of Palo Alto Networks technology with NTT DATA consulting, integration, transformation and managed services, rather than focusing solely on product resale  

Primary Mission Drive incremental Palo Alto Networks sales growth for NTT DATA. The Sales and Solution Specialist will: • Build and maintain a qualified Palo Alto Networks pipeline sufficient to deliver assigned growth targets. • Create net-new opportunities in addition to progressing qualified opportunities identified by Client Management. • Expand Palo Alto Networks penetration across priority NTT DATA clients. • Identify competitive displacement, consolidation, modernization and platformization opportunities. • Increase NTT DATA consulting, professional services and managed services attachment. • Develop joint account and opportunity strategies with Palo Alto Networks sellers. • Accelerate large strategic pursuits and remove barriers to closure. • Translate the Palo Alto Networks growth agreement into measurable revenue, gross profit and pipeline growth. • Establish repeatable Palo Alto Networks sales motions that can be scaled across the business.

Key Responsibilities Sales Execution and Pipeline Creation • Own and achieve an assigned annual sales and gross profit target associated with Palo Alto Networks solutions and attached NTT DATA services. • Maintain an appropriate level of qualified pipeline coverage against assigned sales targets, with an expectation of approximately 4x pipeline coverage . • Proactively identify, create and qualify new Palo Alto Networks opportunities across targeted NTT DATA accounts. • Pursue qualified leads generated by Client Management while independently creating additional opportunities through direct client engagement, Palo Alto Networks field alignment, workshops, assessments, campaigns and account planning. • Identify opportunities based on Palo Alto Networks installed base, competitive technologies, contract and renewal events, technology refresh cycles, security transformation priorities and emerging client requirements. • Develop clear opportunity strategies, stakeholder maps, close plans and next actions. • Maintain accurate pipeline, forecast, close-date and opportunity information. • Demonstrate consistent urgency in moving opportunities from initial identification through qualification and closure.

Palo Alto Networks Sales Alignment • Act as the primary specialist sales interlock between NTT DATA account teams and Palo Alto Networks field sales teams within the assigned market. • Develop strong working relationships with Palo Alto Networks Account Executives, sales leaders, specialists, channel teams and technical resources. • Conduct regular joint account mapping to identify clients and opportunities where NTT DATA and Palo Alto Networks have a differentiated right to win. • Develop joint pursuit plans with clear client objectives, owners, actions and commercial outcomes. • Ensure deal registration and other partner engagement mechanisms are initiated early where appropriate. • Identify Palo Alto Networks opportunities where NTT DATA can add consulting, implementation, migration, transformation or managed services. • Create opportunities for NTT DATA through Palo Alto Networks seller relationships and create opportunities for Palo Alto Networks through NTT DATA client relationships.

Client Engagement and Solution Selling • Engage directly with CISOs, CIOs, CTOs, infrastructure leaders, security executives and other senior client stakeholders. • Understand client business objectives, technology strategies, security challenges and risk priorities. • Position solutions based on client outcomes rather than individual technology products. • Lead client discussions around areas including cyber resilience, platform consolidation, operational efficiency, AI-related security risk, Zero Trust, cloud security, network modernization and security operations transformation. • Translate Palo Alto Networks technology capabilities into clear client outcomes such as reduced risk, improved resilience, simplified operations, reduced cost and improved security effectiveness. • Lead client workshops, discovery sessions, executive briefings and solution presentations. • Develop ongoing client rel

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