Palo Alto Networks Alliance Sales Lead

Purpose of the role Obscure is appointing a senior sales professional to own its relationship with the Palo Alto Networks named account sales team and turn it into more Palo Alto deals, won at a better margin, through Obscure's partners. Palo Alto Networks is Obscure's largest vendor. Like most IT vendors, it splits its go-to-market between a sales team (named account managers who own end-customers) and a channel team (who own distributors and partners). Obscure's existing vendor management already covers the channel side. This role covers the other half: the Palo Alto account managers who decide which partner and distributor they pull into a deal. The role sits between two sales teams: - With Palo Alto Networks sales, be the account managers' first call at Obscure, proactively supporting their pipeline with partner introductions, pre-sales, pricing and deal structure. - With Obscure sales, make sure the named account manager is aligned and backing the Obscure-led route whenever an Obscure sales person is building a Palo Alto deal with a partner. Key deliverable and responsibilities The key deliverable is ownership of the Palo Alto Networks named account sales team: Obscure is their preferred distributor, and that preference shows up as growing Palo Alto gross profit. - Map the Palo Alto named account managers, their territories, target accounts and quotas, and keep the map current. - Build a working rhythm with each account manager: regular pipeline reviews, account planning and joint calls with partners and end-customers. - Bring Palo Alto account managers opportunities Obscure's partners are working and bring Obscure's partners into opportunities the account managers are working. - Support the Obscure sales team on every Palo Alto deal: align the account manager early, secure deal registration and special pricing, and remove blockers. - Protect margin: shape deal structure and pricing so Obscure wins on value and use vendor incentives and programmes in Obscure's favour. - Report Palo Alto sales-side pipeline, wins, losses and channel conflict to the business weekly, with clear actions. - Work hand in hand with Obscure's Palo Alto vendor and business management roles so Obscure presents one face to the vendor. Success measures Success is measured on Palo Alto gross profit, not revenue alone. Targets per measure will be set when the full specification is drafted. Measure What it shows Palo Alto gross profit through Obscure, year on year The business is growing profitably Gross margin % on Palo Alto deals Deals are won on value, not price Share of Palo Alto account manager opportunities routed through Obscure Obscure is the preferred distributor Pipeline introduced by Palo Alto account managers to Obscure partners (ZAR) The relationship generates new business Deal registration and special pricing approval rate on Obscure deals Account managers back Obscure deals Account managers with an active joint plan and monthly review The rhythm is in place Candidate profile The right person has sold cyber security at a senior level and can earn the respect of vendor account managers who carry large quotas. Experience - 8 or more years in IT sales, with at least 5 in cyber security. - Direct experience selling Palo Alto Networks, or a comparable security vendor, through a two-tier channel. - A track record of influencing vendor sales teams to bring deals to a distributor or partner. - Strong commercial grounding: deal structuring, vendor pricing and programmes, and managing to gross profit. - Existing relationships with vendor account managers and enterprise or public sector customers in South Africa (and ideally SADC or East Africa). Attributes - Influences without authority: the Palo Alto team does not report to this person. - Proactive: brings opportunities to the vendor rather than waiting for them. - A team player who makes Obscure's salespeople more successful, not a competitor to them. - Disciplined in CRM (HubSpot) and in reporting. Relevant Palo Alto Networks sales accreditations are an advantage. A valid driver's licence and willingness to travel are required..