Our Ability Jobs

Palo Alto Senior Channel Sales Manager

Date: Sep 10, 2024

Location: Toronto, Ontario, Canada

Company: Deloitte

Job Type: Permanent

Work Model: Hybrid

Reference code: 126909

Primary Location: Toronto, ON

All Available Locations: Toronto, ON

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.

The next step is yours.

Sound like The One Firm . For You?

At Deloitte, we are all about doing business inclusively, and that starts with having diverse colleagues of all abilities! We encourage you to connect with us at accessiblecareers@deloitte.ca if you require accommodation in the recruitment process or need this job posting in an alternative format. We’d love to hear from you!

By applying to this job, you will be assessed against the Deloitte Global Talent Standards. We’ve designed these standards to provide our clients with a consistent and exceptional Deloitte experience globally.

Total Rewards

The salary range for this position is $97,000 - $231,000, and individuals may be eligible to participate in our bonus program. Deloitte is fair and competitive when it comes to the salaries of our people. We regularly benchmark across a variety of positions, industries, sectors, targets, and levels. Our approach is grounded on recognizing people's unique strengths and contributions and rewarding the value that they deliver.

Our Total Rewards Package extends well beyond traditional compensation and benefit programs and is designed to recognize employee contributions, encourage personal wellness, and support firm growth. Along with a competitive base salary and variable pay opportunities, we offer a wide array of initiatives that differentiate us as a people-first organization. Some representative examples include: $4,000 per year for mental health support benefits, a $1,300 flexible benefit spending account, 38+ days off (including 10 firm-wide closures known as "Deloitte Days"), flexible work arrangements and a hybrid work structure.

Our promise to our people: Deloitte is where potential comes to life.

Be yourself, and more.

We are a group of talented people who want to learn, gain experience, and develop skills. Wherever you are in your career, we want you to advance.

You shape how we make impact.

Diverse perspectives and life experiences make us better. Whoever you are and wherever you’re from, we want you to feel like you belong here. We provide flexible working options to support you and how you can contribute.

Be the leader you want to be

Some guide teams, some change culture, some build essential expertise. We offer opportunities and experiences that support your continuing growth as a leader.

Have as many careers as you want.

We are uniquely able to offer you new challenges and roles – and prepare you for them. We bring together people with unique experiences and talents, and we are the place to develop a lasting network of friends, peers, and mentors.

The next step is yours

At Deloitte, we are all about doing business inclusively – that starts with having diverse colleagues of all abilities. Deloitte encourages applications from all qualified candidates who represent the full diversity of communities across Canada. This includes, but is not limited to, people with disabilities, candidates from Indigenous communities, and candidates from the Black community in support of living our values, creating a culture of Diversity Equity and Inclusion and our commitment to ourAccessAbility Action Plan (https://www2.deloitte.com/ca/en/pages/public-sector/articles/accessability-action-plan.html) , Reconciliation Action Plan (https://www2.deloitte.com/content/dam/Deloitte/ca/Documents/public-sector/ca-rap-report-aoda-en.pdf) and the BlackNorth Initiative (https://www2.deloitte.com/ca/en/pages/about-deloitte/articles/black-in-canada-acknowledging-our-past.html) .

We encourage you to connect with us at accessiblecareers@deloitte.ca if you require an accommodation for the recruitment process (including alternate formats of materials, accessible meeting rooms or other accommodations) or indigenouscareers@deloitte.ca for any questions relating to careers for Indigenous peoples at Deloitte (First Nations, Inuit, Métis).

By applying to this job you will be assessed against the Deloitte Global Talent Standards. We’ve designed these standards to provide our clients with a consistent and exceptional Deloitte experience globally.

Deloitte Canada has 30 offices with representation across most of the country. We acknowledge our offices reside on traditional, treaty and unceded territories as part of Turtle Island and is still home to many First Nations, Métis, and Inuit peoples. We are all Treaty people.