• Own top-of-funnel sales motion for enterprise • Create the BDR playbook for outbound prospecting • Source new sales opportunities through outbound outreach and inbound qualification • Grow top of funnel sales through warm and outbound prospecting campaigns • Qualify with rigor: Run discovery to uncover current PBM challenges, member pain points, renewal timelines, and decision criteria; set high-quality meetings for AEs • Personalized outreach at scale: Partner with marketing & Sales VPs to craft & execute outreach sequences, call talk tracks, and value-led messaging that map SmithRx’s transparent, pass-through PBM model to personalized buyer pain points • Research companies and add prospects to our outbound lists • Funnel/Pipeline hygiene & forecasting: Maintain meticulous CRM notes, activity logging, lead source attribution, conversion metrics, and next steps to provide visibility to the Go-To-Market team

• Inbox & Communication Management – 25% - Manage the CEO’s inbox to maintain daily organization and zero backlog - Draft and send high-quality responses on behalf of the CEO with accurate tone and context - Manage LinkedIn communications including outreach, engagement, and follow-ups - Track ongoing conversations and ensure timely follow-ups across all channels - Escalate only high-priority items requiring direct CEO involvement • Sales & Business Development Acceleration – 30% - Draft proposals, letters of intent, licensing agreements, and meeting materials - Advance prospect conversations and maintain consistent engagement - Build and maintain prospect lists through research and data gathering - Prepare detailed meeting briefs and update sales materials post-discussions - Maintain CRM data accuracy, pipeline tracking, and reporting insights • Calendar & Meeting Coordination – 15% - Manage and optimize the CEO’s calendar, ensuring alignment with priorities - Schedule meetings efficiently across time zones within tight turnaround times - Coordinate logistics for external meetings, conferences, and partner engagements • Logistics, Admin & Operations – 15% - Coordinate travel arrangements and create detailed itineraries - Organize event logistics including venues, invitations, and attendee coordination - Track and submit expenses and receipts for accounting processes - Support administrative operations including documentation and system organization • AI, Automation & Systems Building – 15% - Identify repetitive tasks and implement automation workflows - Develop and refine AI prompts for communication and documentation tasks - Create and maintain SOPs for recurring workflows - Evaluate and adopt new tools to improve operational efficiency

• Create Demand Across Target Accounts • Build and run account mini-plays using our 5-point connector method: research, fit alignment, persona mapping, bespoke messaging, and multi-channel outreach. • Segment and prioritize ~300 ICP accounts by cohort and tier. • Craft Messaging That Earns Demos • Write relevant, high-signal emails and CTAs that spark curiosity and action. • Pair outreach with social touches, events, executive assists, and direct mail. • Run Regional Events & Direct Mail Campaigns • Plan and execute hosted roundtables, field dinners, and sponsored events — from invite to post-event follow-up that converts. • Manage high-impact direct mail campaigns: scope, personalize, ship, and track performance. • Collaborate & Convert • Partner with sales and marketing on Create > Capture > Convert plays each quarter. • Book and prep qualified demos/discovery calls with account owners — complete with context, persona maps, and proof points. • Keep data clean and reporting sharp in HubSpot. • Learn, Share, and Optimise • Track engagement, report weekly wins, and surface insights for ongoing testing. • Experiment boldly, measure impact, and iterate quickly.

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! 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 Summary Your Impact - Drive results working with Regional Channel Business Managers, Channel SE’s, partner personnel, and ancillary stakeholders to drive growth as we scale the World Wide Technologies-Palo Alto Networks partnership. - Develop and execute business plans & sales execution planning driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations. - Strong executive presence and relationships withAlliances, Sales, and Technical teams, being able to build trust between Palo Alto Network and those teams at World Wide Technologies is critical to driving growth at scale with this partnership. - Strong technical aptitude/acumen and the ability to simplify the message to drive platform adoption in the joint customer base. - Extensive experience working with WWT, leading teams, experience building WWT services offerings, building out a partnership at a portfolio company, and with experience driving metrics-based performance at WWT. - Create services based on our emerging and established technologies increasing revenue growth - Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment - Lead regular business performance and relationship reviews with senior management and various stakeholders Qualifications Your Experience - Bachelor’s Degree or equivalent, MBA a plus - 10+ years experience in Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry and/or Cloud industry - Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease - Excellent executive communication and presentation skills - Successful track record of exceeding performance objectives - Understanding of channel operating models - Knowledge of sales, marketing, and solution development - Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills - Consistent track record of leading complex sales situations through negotiation and conflict resolution - Capable of performing in a virtual team environment - Negotiation and conflict resolution skills 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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. - /yr 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. 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. Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.