Sr. Director, Sales Acceleration

Your Career

We are looking for a Sr. Director, Sales Acceleration to drive and execute highly impactful sales acceleration programs and processes in Latin America. Are you someone who thrives in a fast and collaborative environment and has a proven track record as a strategic thinker and effective organizer rolling out successful programs in a multicultural environment?  Being part of the Sales Acceleration Office you will strategize and execute highly impactful programs in LATAM that uplevel our Sales organization and ability of our Sales workforce.

Your Impact

• Responsible for the Sales execution and governance in LATAM, in collaboration with the different Country Leaders and the Sales Operations lead, and in alignment with LATAM directions.

• Support overall GTM Strategy execution

• Strategic Deals & Sales Plays

• Driving the execution of the Account Strategy motion

• Monitoring the Region and Country performance, and designing initiatives required in each territory to improve or increase Sales excellence

• Replicating Best Practices across the region

Strategic Leadership and Execution:

• Lead and manage Sales execution and governance across Latin America, in alignment with regional and global objectives.

• Drive the execution of the Account Strategy motion and Customer Success motion, promoting customer retention and satisfaction.

• Monitor Sales performance across the region, designing and implementing initiatives to enhance sales effectiveness and excellence.

• Identify, document, and replicate Best Practices across the region to drive consistent success.

Strategic Deals and Sales Plays:

• Design and lead programs to enhance strategic deals, including executive engagement, Global & Strategic (Top 200 accounts) initiatives, and upsell initiatives on whitespace accounts.

• Collaborate with the Sales Operations and Strategy teams to ensure effective planning, segmentation, account selection, and the development of business cases for investment.

• Define and oversee the execution of the sales plan, ensuring alignment with LATAM objectives and optimizing sales effectiveness.

GTM Strategy and Transformation:

• Develop and execute the GTM (Go-to-Market) strategy for Latin America, in alignment with corporate objectives and regional goals.

• Lead the design, execution, and optimization of Sales Plays, ensuring the sales teams are well-prepared to maximize revenue opportunities.

• Drive the adoption of GTM transformation initiatives, ensuring alignment with global best practices while adapting to regional nuances.

Team Leadership and Development:

• Manage and lead the Sales Acceleration team, including Business Development Representatives (BDRs) and the Renewals team.

• Provide strategic guidance and ongoing support to the BDRs, ensuring a consistent pipeline generation and qualification process.

• Oversee the Renewals team, ensuring high retention rates and maximizing customer lifetime value.

• Collaborate with the Sales Enablement team to ensure continuous training and skills development for the sales force.

• Foster a high-performance culture focused on excellence, accountability, and continuous improvement.

Collaboration and Stakeholder Management:

• Establish strong relationships with the Country Leaders, Marketing, Sales Operations, and other stakeholders to ensure alignment and effective execution.

• Serve as a liaison between the Latin America region and global teams, ensuring that regional needs and insights are represented.

• Communicate effectively with the sales community, peers, and company executives to ensure understanding and adoption of regional sales programs.

Process Improvement and Efficiency:

• Identify and drive process optimization initiatives, enhancing efficiency and scalability in Sales Acceleration operations.

• Ensure consistency, standardization, and excellence in sales execution across the region.

• Continuously monitor and evaluate the effectiveness of sales programs, making data-driven adjustments to maximize results.

Your Experience 

• Track record of successful sales experience and / or development & implementation of strategic sales related programs

• Strong stakeholder management and executive presence required (business, strategy & planning, sales operations)

• Experience in multi-cultural and across geographies organizations

• Ability to influence without authority, build strong senior relationships to gain input and consensus for design and implementation of changes

• Excellent communication (written and verbal) and presentation skills with experience presenting to an executive audience

• Experience working in a large matrix and international organization, in the technology space

• Superior and meticulous problem solving and analytical skills, combined with the ability to communicate concisely and summarize findings and recommendations appropriately for senior management

• A highly organized and self-motivated individual, able to oversee the timely and top-notch execution and ability to work under pressure to adhere to tight last-minute deadlines

• Experience in successful change management

The Team

Our Sales Acceleration team is critical to our success and mission. As part of this team, you enable sales success by strategizing and implementing programs in our sales organization that allow for standardized, highly impactful sales approaches, winning key customers and ensuring execution with excellence.  Our dedication to our customers doesn’t stop once they sign – it evolves. As threats and technology change, we stay in step to accomplish our mission.

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.

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.