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About the Role

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.

Responsibilities

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.
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.
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.
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 relationships that create opportunities beyond individual transactions.
Maintain sufficient expertise across the Palo Alto Networks portfolio to identify opportunities and frame appropriate client solutions.
Work with NTT DATA Solution Architects and Palo Alto Networks technical specialists to develop detailed solution architectures and designs.
Ensure proposed solutions combine the appropriate Palo Alto Networks technologies with relevant NTT DATA consulting, professional and managed services.
Address business and solution-level challenges during the sales process and mobilize the correct technical resources where deeper expertise is required.
Coordinate Client Executives, Solution Architects, Services, Delivery, Pricing, Commercial and partner resources around strategic opportunities.
Lead opportunity plans and orchestrate the pursuit through qualification, proposal, negotiation and closure.
Support strategic RFP/RFI responses, client presentations and commercial negotiations.
Maintain strong relationships with NTT DATA Client Executives, Sales Directors and account teams.
Help account teams identify Palo Alto Networks opportunities within their clients.
Develop simple client triggers, sales plays and talk tracks that enable Client Management teams to identify relevant opportunities.
Establish priority target-account and opportunity lists.
Bring Palo Alto Networks sellers and NTT DATA account teams together around specific client pursuits.
Share competitive intelligence, client insights and successful sales motions across the business.
Act as the visible internal Sales and Solution Specialist for Palo Alto Networks.
Help establish Palo Alto Networks as a strategic component of NTT DATA cybersecurity and infrastructure transformation pursuits.

Requirements

Significant quota-carrying enterprise sales experience within cybersecurity, networking, cloud, managed services or related technology markets.
Proven track record of consistently meeting or exceeding sales targets.
Demonstrated ability to independently create qualified pipeline rather than relying exclusively on inbound or account-team-generated opportunities.
Experience selling complex technology and services solutions to large enterprise clients.
Experience engaging senior IT, infrastructure and cybersecurity decision makers.
Experience working within a large technology provider, Global System Integrator, MSP/MSSP or major technology vendor ecosystem.
Experience coordinating complex multi-stakeholder enterprise pursuits.
Have previously sold Palo Alto Networks solutions.
Have worked for Palo Alto Networks or within a strategic Palo Alto Networks partner.
Have existing relationships across the Palo Alto Networks field organization.
Understand Palo Alto Networks’ platform strategy across Strata, Prisma and Cortex.
Understand GSI, channel and partner-led enterprise sales motions.

Skills

Sales Execution
Pipeline Creation
Palo Alto Networks Sales Alignment
Client Engagement
Solution Selling
Solution Framing
Opportunity Leadership
Palo Alto Networks Portfolio Expertise
NTT DATA Services Attachment
Internal Sales Activation
Cybersecurity
Networking
Cloud
Managed Services
Sales
Solution Knowledge
Executive Presence
Value Selling
Commercial Acumen
Competitive Intelligence
Team Selling
Partner Relationship Management
Pipeline Management
Forecasting
Close Planning
Strategic Account Penetration

Location

Remote

Work Type

Remote Working
Dedicated, customer-facing, quota-carrying Sales and Solution Specialist

Experience Level

Significant quota-carrying enterprise sales experience

Education Level

Bachelor’s degree or equivalent experience in business, technology, sales or a related field.

Salary/Compensations

$115K - $213K

Benefits

Medical, dental, and vision insurance with an employer contribution
Flexible spending or health savings account
Life and AD&D insurance
Short and long term disability coverage
Paid time off
Employee assistance
Participation in a 401k program with company match
Additional voluntary or legally-required benefits

About the Company

NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100.
We are committed to accelerating client success and positively impacting society through responsible innovation.
We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services.
Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future.
As a Global Top Employer, we have experts in more than 70 countries.
We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners.
NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.

Equal Opportunity

NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity.
We are committed to providing an environment free of unfair discrimination and harassment.
We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category.
Join our growing global team and accelerate your career with us. Apply today.