Senior Manager, Revenue Acceleration

The Revenue Acceleration Manager drives critical functions for sales success, including strategy, prioritization, vertical expertise, sales planning, and managing large programs and transformation initiatives. This role significantly contributes to company revenue and growth by coordinating cross-functional teams, aligning closely with business development, and technology and channel partners. Key responsibilities include developing strategic plans, partnering with the VP of Sales on GTM strategy, optimizing sales planning cadences, collaborating with various departments on field sales campaigns, and leading leadership team collaborations.

Must Have

• Drive strategic plans at segment, individual, and market levels.
• Partner with VP of Sales to implement Go-To-Market strategy.
• Optimize formal cadence of Territory, Account, and Opportunity planning/deal reviews.
• Collaborate with Operations, Strategy, Enablement, Marketing for field sales campaigns.
• Lead weekly staff calls and design leadership offsites.
• Own the establishment and evolution of the sales operating system/playbook.
• Gain leadership support for prioritization process and approved project lists.
• Maintain tight relationships with executive and functional leaders.
• 10+ years in senior management/sales leadership in technology (cybersecurity or adjacent).
• Experience in hardware to software migration and platform selling.
• Understanding of sales management, planning, and methodologies.
• Demonstrated skill in strategic planning and leading execution.
• In-depth understanding of enterprise business, customers, and solution needs.
• Experience leading change management in complex, matrixed organizations.
• Strong understanding of program and project management methodologies.
• Ability to adapt to changing circumstances, evolving priorities, and new technologies.
• Knowledge of cybersecurity ecosystem (distributors, VARs, system integrators).
• Experience addressing resistance to change in organizational design.
• Outstanding communication and presentation skills.

Good to Have

• Deep curiosity
• Effective Business Acumen
• Tight teaming ability (highly collaborative)
• Passion and drive for securing the segment business
• Resiliency and the ability to adjust through challenges
• Humility - constantly rethinking problems
• Highest levels of Integrity

Perks & Benefits

• Reasonable accommodations for individuals with a disability
• Equal opportunity employer
• FLEXWORK approach for flexible work arrangements
• Employee benefits

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Description

Your Career

The Revenue Acceleration Manager owns many of the critical functions that underpin our sales success, including strategy & prioritization, vertical expertise, sales planning, and management of our largest programs, campaigns, and transformation initiatives. This role is a significant driver of company revenue and growth, and coordinates the activity of cross-functional teams, with especially close alignment to the business development, and our ecosystem of technology and channel partners. This role supports our business across the US customers. The person in the role will report to the Vice President of Canada Sales.

Your Impact

• Drive the creation and modification of our strategic plans at the segment individual and market level, in concert with our corporate strategy team and vertical sales leadership - The strategic focus of the role will drive Transformation, Scale and Execution of the US segment business and is a major focus for the role
• Partner tightly with the VP of Sales to bring the PANW GTM strategy to life
• Support and optimize the team’s deployment of a formal cadence of Territory, Account (ASR) and Opportunity planning/deal reviews, anchored on MEDDIC and other sales methodologies
• Partner closely with Operations and Strategy, Enablement, Marketing, Industry, Business Value, Cortex/Cloud Acceleration, Services, Solution Architects, and Partner Channel development of field sales campaigns and execution
• Drive the collaboration of the leadership team by leading weekly staff calls, provide prescriptive and predictive data analytics to run the business, and designing routine leadership offsites to support enablement and planning
• Own the establishment and continuous evolution of the ”operating system” or playbook for how we run sales, including transformation initiatives, and NSTAFF special projects
• Gain leadership support for and participation in the formal prioritization process and approved project lists that focus our effort on the most important and opportunities - E.g. Big Deal/ Wins - repeatable process w/ enablement, special planning w/ Industries, Marketing, and channel
• Maintain tight relationships with executive and functional leaders (marketing, channels, operations, product management, learning & enablement, etc) to assure continuous support and strategy

Qualifications

Your Experience

• 10+ years of senior management/sales leadership roles at technology companies, in cybersecurity or adjacent technologies, with specific experience in hardware to software migration and platform selling
• Experience leading or a nuanced understanding of sales management, planning, and methodologies
• Demonstrated skill(s) in strategic planning and leading execution of plans
• In-depth understanding enterprise business, customers, missions, solution needs, and programs
• Demonstrated experience leading change management in a complex, matrixed organization
• Strong understanding of program and project management methodologies, best practices, and tools
• The ability to adapt to changing circumstances, evolving priorities, and new technologies
• Proven knowledge of and ability to navigate the ecosystem of distributors, VARs, system integrators and other technology partners that operate in the cybersecurity business
• Experience in addressing resistance to change and ensuring seamless transitions in organizational design program implementation
• Outstanding communication and presentation skills - must be comfortable interacting extensively with executive staff, leadership, and customers

Characteristics for success

• Deep curiosity
• Effective Business Acumen
• Tight teaming ability (highly collaborative)
• Passion and drive for securing the segment business
• Resiliency and the ability to adjust through challenges
• Humility - constantly rethinking problems
• The highest levels of Integrity

Additional Information

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $166800 - $229275 CAD. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.