• Cultivate and maintain strong relationships with customers to ensure a positive customer experience.

• Track & monitor customer status, identify areas of concern and pursue growth and upsell opportunities.

• Respond to specific customer requests, including RFP responses and industry-specific solutions.

• Utilize creative problem-solving skills to overcome technical challenges in the sales process.

• Organize product demonstrations and trial installations of solutions to promote products.

• Create product training plans cantered on customer success and satisfaction.

• Work with customers and engineering team to determine product needs and system requirements.

• Develop and implemented product marketing plans to reach target customers.

• Work closely with sales team on understanding customer requirements, promoting products and delivering sales support.

• Help customers improve results by recommending changes focused on lowering costs, increasing production, or adding new functionality.

• Deliver technical presentations matching audience level of expertise to explain products and services to customers.

• Understand and effectively present the Palo Alto Networks’ security platform.

• Strategically position Palo Alto Networks with other technologies sold by Teneo.

• Managed technical relationships with customers. This involved regular best practice assessments, proof of concept work and satisfying any customer needs.

• Worked with sales teams to identify and qualify business opportunities, understand key customer technical objections and develop strategy to resolve technical blockers.

• Worked within the defined pre-sale process alongside Sales to produce a solution design.

• Worked with Sales personnel demonstrating their solution to the client to understand what needs to be shown and be able to attend demonstrations to explain business impact.

• Oversaw the Sales team’s solution preparation/proposals. Work alongside the Sales Team to ensure full proposal is produced based on Client requirements

• Held vendor accreditations.

• Managed technical relationships with customers.

• Delivered regular best practice assessments and proof of concept to existing and prospect accounts.

• Worked with sales teams to identify and qualify business opportunities, understand key customer technical objections and develop strategy to resolve technical blockers.

• Worked alongside the Sales Team to ensure full proposal is produced based on Client requirements.

• Contributed additional revenue to sales plans through resale opportunities.

• Gained extensive knowledge of products and services to provide best-in-class sales engineering solutions.

• Architected and propose validated solutions which address the identified cybersecurity problems in each unrivalled environment.

• Presenting and demoing products to potential customers

• Trusted advisor and thought leader, part of the Arrow Solutions team.

• Responsible for onboarding and enablement of reseller and MSP partners onto the Palo Alto Networks channel partner journey.

• Responsible for delivering workshops and training utilizing tools and labs proposed by the vendors.

• Articulate, to Arrow customers, the Palo Alto Networks security proposition with alliance partners.

• Make pre-sales calls on prospective partners, participate in local and regional seminars, and act as their technical account manager for existing customers.

• Organize sales training for partners.

• Spend a considerable amount of time presenting in front of customers in small (round table) discussions as well as large (seminar) audiences.

• Work in tandem with the Sales Team in fulfilling sales goals and responding to RFI/RFP.

• Hold vendor accreditations.

• Aligned partner needs and strategy with the value of Palo Alto Networks.

• Provided product demos and presentations on all aspects of the Palo Alto Networks Platform.

• Provided technical enablement and training to channel partners.

• Supported partner Sales Engineers (SEs) in achieving Palo Alto Networks certifications.

• Oversaw partner pre-sales activities, including competitive analysis, BPA/SLR, demos, proofs of concept, and RFPs.

• Supported product/service training of the partner sales and pre-sales teams.