LEAP Sales Academy Offers Hot Career Prospects
Tara Aspin, Business Development Representative
As most people who are early in their careers know, finding a full-time job in your desired field right out of college is a challenge. As someone who’s interested in sales, what I often see is ads for positions that require one to two years’ experience. That may not seem like a lot, but even if you’ve worked a couple of internships, those are typically only about three months long, so by the time you graduate, you still fall short.
While I was completing my bachelor’s degree in Graphic Communication and Management at Cal Poly San Luis Obispo, I took a summer internship with Cambridge CM, a construction management company in the Bay Area, California. That’s when I discovered Palo Alto Networks — Cambridge managed the building process of its new headquarters in Santa Clara. I grew interested when I saw the building and how well-appointed it was, so I started doing a little research into the company.
I didn’t really know anything about Palo Alto Networks, but I have always been interested in technology, and I knew cybersecurity was a growing field, so I was curious about whether they had any sales positions available. That’s when I discovered Palo Alto Network’s unique offerings for new grads, the LEAP program, and among its various academies was the Sales Academy. During this one-year program, I would get the opportunity to work as a full-time employee while also being given an opportunity to learn and develop my sales skills — all within the safe confines of an early-in-career program where I’m expected to be inexperienced and learning the ropes. Not only that but the company’s trajectory and workplace culture, from what I could see, seemed exciting to me, so I applied to the program.
Over the course of just a month, I interviewed with a recruiter and three different managers within the sales team, and by September 2019, I was part of the Business Development Representative team at Palo Alto Networks!
Inside the Academy
My year has certainly been exciting! Of the 10 of us in the Sales Academy, four of us were at headquarters, and we were able to work together in the office, collaborating and asking questions, so I had a fantastic support system and was never the odd one out. Early on, we would also do Zoom calls with the teams in Plano, Texas, and New York, learning about cybersecurity and all our products and verticals. We got to try our hand at making and delivering presentations, in groups and solo, which was tremendously helpful in building my confidence in working with customers.
Within about two months, we were each given a territory to cover, and I was assigned to our State, Local, and Education (SLED) accounts in the Northwest. I worked with other Business Development Reps and Field Reps to determine the best tactics for developing new business, and I discovered an array of prospecting tools. I got to work side by side with colleagues in an office for a few months before COVID hit and forced us all to work remotely from home. And although working from home brought new challenges, I no longer had to commute in Bay Area traffic (a definite plus!), and I was already very used to working with team members in other parts of the country, so conducting business and collaborating with peers virtually was something we were all used to doing already.
Valuable Lessons
One of the most important things I’ve received from the Sales Academy is confidence in speaking with customers. I’ve learned so much about how to help customer’s pain points with our products, and the work on presentations I’ve done has really prepared me to talk to customers in a professional way and to address their unique needs.
I’ve also learned a whole lot about time management since I had to manage my day-to-day work prospecting accounts while also making time to expand my product knowledge and prepare quality presentations I’d been assigned. That time-management training will serve me well as I grow in my career.
Early on, I was really intimidated about talking to more experienced team members within the company. I quickly realized that everyone was so helpful and really wanted me to succeed. It has been extremely valuable to set up internal calls with my coworkers, to pick their brains and learn about their career journeys in sales.
The company is certainly generous in terms of its perks — the fancy snack bars, donation matching, the stipends to help us cover home office expenses while working from home, and more. But more importantly, the generosity I’ve found in people who offer their time and commitment to my success has made all the difference. I look forward to continuing to grow in this role and learn even more about this industry and this company.
Engineering the Sale
As a Corporate Systems Engineer, I work with the Sales team in our EMEA (Europe, Middle East, and Asia) region to drive sales of our products. But whereas a lot of Systems Engineers are customer-facing and actually go out on sales calls, I’m primarily working from inside the company to communicate with customers by phone or email and support those sales efforts. I work on a team of six that’s based in Amsterdam, Netherlands, and we represent a mix of cultures and languages from across EMEA.
I was born and raised in Kyrgyzstan, a country that most people in the world haven’t heard of, and I speak both Russian and English. I lived in that country until I was about 24, after I earned my master’s degree in information systems. I never planned to get into sales at all. I set out to be a software developer, but I couldn’t code to save my life, so I went into systems administration, which basically meant I was in charge of everything that plugged into a socket and related to information technology.
I did that for about two years, and then I applied for what I thought was a job with Cisco but actually ended up being a graduate program: the Cisco Sales Associate Program. I was part of a group of about 120 people from nearly 50 countries — some more technical, some more into sales — and when I finished the program a year later, I found myself in a corporate IT career.
I’ve done this kind of work for about 10 years now, and the job gets more fulfilling and easier when you work with a company that has an excellent product. That’s why it has brand recognition and a lot of accolades. Working for Palo Alto Networks is kind of like selling a Tesla — all you have to decide is whether you want it in red or black. The shit just works.
I also think the company has done a nice job of hiring people who are not only good at their work but are also good people. Everyone’s helpful, and it doesn’t matter if they’re senior or junior employees — there isn’t a class system here. There aren’t a lot of big egos. I’ve seen plenty of that at my previous jobs, people being moved forward for visibility rather than capability. But at Palo Alto Networks, that kind of behavior isn’t rewarded. I think this company is both big and small enough to have a good balance, and on the technology side, they’re making the right choices as well.
But I think a lot of people start out in systems engineering with false expectations that it’s mostly about technology. That’s only half true. The other half is being comfortable working with people. That was an acquired taste in my case. I was closer to a textbook geek than a salesperson. My first meetings were clumsy, to say the least (some were a straight-up dumpster fire), and I felt like a total fraud. My advice is just to do it. Fail, and fail quickly, and don’t be too hard on yourself. Allow yourself to make mistakes, as long as you learn from them. Learning is a big part of the work we do, and it never stops, so be prepared for that. If you’re professional and understand the industry, the technology, and how its application can help customers, you can do well.
As a New Hire at Palo Alto Networks
“In my first month of onboarding at Palo Alto Networks, I can truly feel the strong bonding and cohesion between each of us. As a team we share our knowledge and resources to enable and help others to achieve different goals, inside and outside of work, with no consideration of our genders, cultures, and backgrounds.”
Transitioning from the travel industry to the tech world made me nervous at first. I had a hospitality background before joining Palo Alto Networks, and I always wanted to step out of my comfort zone to achieve something big and meaningful. My role as a Business Development Representative is to drive opportunities by following up with the marketing leads and discovering new potential customers for Palo Alto Networks.
While in my first month of onboarding at Palo Alto Networks, our daily operations were affected by the coronavirus. However, it did not stop us from being a cohesive team; in the HK office, we helped each other in sourcing hygiene products and sharing our limited resources with others. I can truly feel the strong bonding and cohesion between each of us in HK. As a team we share our knowledge, and resources to enable and help others to achieve different goals, inside and outside of work, with no consideration of our genders, cultures, and backgrounds. Besides the HK team, I also work with the regional Inside Sales team, and they have shared their experience and insights with me and supported me through onboarding. With all the support and encouragement, I have adapted to the new environment smoothly.
I am lucky to be working with my teammates, who are open-minded and mutually respectful, and I believe we can empower each other to make a better workplace. I am excited to be around the great people and great minds at Palo Alto Networks.
What Inclusion and Diversity Means To Me
International Women’s Day, is more than one day. For me, inclusion is an opportunity to recognise and celebrate not only women’s contributions and achievements in society, but also the collaboration among all of us in the company to make positive change, reach ambitious goals, and build a better world together. It’s also a great opportunity for us to appreciate how much we have accomplished and reflect on how much we still need to focus on more to make a more inclusive society.
Never limit yourself because of your gender. One’s ability should not be restricted by any prejudices. We improve and excel by understanding our capabilities and seeing the true value of ourselves.
Palo Alto Networks is the leader in cybersecurity not just because we are good at what we do, but also because we believe that an equal world is an enabled world.
In the Customers’ Corner
In my role as a Consulting Engineer with the Security Operations, or SecOps, team, I work with the sales account teams in the field. The SecOps team consults with customers about their security programs and how we can help them achieve better security outcomes. We also help account teams extend the relationships from the network security team into the Security Operations Center, or SOC. This helps drive the need to consolidate tools and adopt more of the Palo Alto Networks platform and best practices.
This is unlike any other team I’ve worked within this industry. We’re security people and are focused on security, but we’re more driven by successful customer outcomes and how we can apply our technologies. We’re not looking for ways to shovel tons of our products at them — instead, we’re looking for ways to make them more successful and confident in using our products, protecting their systems.
My team also educates and engages with the Systems Engineers and partners in the field on the various SOC use cases and trending security topics that are top of mind to our customers. What I enjoy about the role is that my day to day is rather dynamic. Every customer interaction is unique, and each one provides insights on how security concerns can vary based on industry. We are truly working to partner with customers as technical advisors.
Although many who work in cybersecurity come from a variety of backgrounds, I actually studied systems engineering in college and began my career in network security. In previous roles with other companies, I worked to help safeguard data for the financial services and insurance sector, and that’s where I first encountered Palo Alto Networks’ products. But more than the quality of the technology, what I was hearing increasingly from competitors and colleagues was about its great company culture. That gave me the confidence to take the leap and pursue a role with the company.
Family Feeling
Now that I’ve been with Palo Alto Networks for over three years, I can see what those people were talking about. If I had to pick one word that describes the company culture, I’d pick “family.” The family feeling here is what sets this company apart. Even though I work remotely, I work on a small team of just four consulting engineers, so we’re an intimate, close-knit group. I knew them all before coming to work here, and we already had a great rapport. I have the flexibility to work on my own as well as with the team in our offices when I need that camaraderie and exchange of ideas, so it’s the best of both worlds.
I really enjoy the fact that people in this company, at all levels, are encouraged to engage in dialogue and offer feedback, and that the managers have an open-door policy. But especially within my team, there’s a real openness and a sense of moral support. If they feel I’m struggling or if I need help, they have my back. All I have to do is show up and raise my hand; there are no dumb questions. Being that we’re a team of technical engineers, we’re the throats you choke when things go bad, so having people support you — whether it’s management, your peers, or the president of the company — show up at your meetings, try to kick down doors for you, and celebrate your successes, that is so important, and it’s what I love about working here.
That company culture is a big part of coming to work here too. You need to be someone who has the right aptitude and attitude, to learn and challenge yourself and be receptive to feedback. That’s part of why the interview and hiring process can be long; the company has really grown in the last year, with new acquisitions and larger staffs, but they’ve still successfully maintained that family-oriented feeling, so it’s important to be patient during that process because it’s part of what makes this company special, and it has paid off.
And it’s also important to know that this company values diversity. The leaders here recognize that the more people we include, the more cultures and backgrounds we have offering perspectives, and the stronger and more approachable we make the security community. It used to be that cybersecurity was viewed as a man’s world, but I’ve seen that changing, so my advice is just to show up. Ask questions. Stay curious. There is opportunity in this industry if you’re willing to work hard for it.
Dare to Dream
I am a dynamic, creative, energetic, passionate woman and mother of two, and I have worked for the last four years as a Sales Representative for Palo Alto Networks, in the Asia Pacific, or APAC, region. In my role, I’ve been mainly selling to clients in the banking and finance sector. Because I have consistently exceeded my targets and set sales records within APAC, I’ve been given the exciting opportunity to lead the Enterprise team in Singapore to begin taking on new challenges in sales.
Sales is the frontline of technology — it’s where we present solutions to the clients. When we’re selling, we need to know our products well so that we can cater our solutions to appropriately address our clients’ problems. It’s a goal-oriented role in which we’re measured by how well we meet our targets. But it’s also quite fun in that we’re meeting many new people and building relationships with them. There’s a lot of flexibility in how we manage our work. I find that the greatest sense of achievement comes from helping clients to fend off their digital adversaries and protect their digital way of life.
From my years of working in this role, I’ve learned that I need to constantly think outside the box to find solutions that disrupt our competition in the marketplace and win over new clients. I’ve learned the importance of always staying positive when taking on challenges and accepting rejection. I also need to be open to changes in mindset in order to drive my team members forward to achieve our desired results.
Following My Heart
I come from a family with a background in the food and beverage industry, so I used to believe my career path in that industry was set. Fortunately, I have supportive parents who encouraged me to pursue my interest in technology — a much more specialised field than simply “Business Studies.” I chose to earn a degree in information technology and to work in technology sales, specifically, because it is ever-changing, like a chameleon. It is so important for every facet of our lives, and there are so many distinct roles within the field that contribute to our digital lives. Much like the fashion industry, I see technology as a very colourful trade. I’ve enjoyed my career in tech ever since I embarked on it almost a decade ago, and I’ve never looked back.
I’ve noticed that there seems to be an association between computers and the male gender, particularly having to do with gaming or coding. There seems to be the impression that technology is very complex and binary, and for some reason they believe that men are better “wired” to work in the field. This may be why fewer women work in tech than men. However, I don’t see gender as predisposing anyone to be “better” at technology. In fact, the diverse perspectives and approaches toward solving problems that come from having a blend of backgrounds, genders, and cultures contributes to a healthier organization and technology sector.
This can be a demanding career, though, which is why I find it important to maintain work-life balance. I do this by incorporating a weekly exercise regimen at the gym, keeping a weekly schedule for keeping up with friends and spending time with family, and taking holidays at least twice a year. I enjoy going out for a great meal and cocktails, taking drives by myself to explore new places and experiences, and shopping. I try to live by the motto, “Work hard, and play harder.”
I think whatever career you choose, you should find it satisfying and enjoyable. A job is where you spend time every day for most of your life, so it should be something that you care deeply about and find enjoyment in. Start with the right attitude, and don’t let your first impression of any industry turn you away. Know that there are numerous careers outside of the typical coding or tech support within the technology sector, so if tech is something that interests you, it’s worth exploring roles within it that suit your interests and talents. Be yourself and dare to dream!
An Ever-Changing Landscape
Trevor Coetzee, Director, Regional Sales, South Africa
I’ve been in sales for most of my life, and I’ve worked in sales in the cybersecurity industry for 19 years. What has kept me in this industry for so long is that the landscape is always changing. When I first began working in the field, I was making 50 or 60 cold calls a day, cybersecurity was just antivirus software and a firewall, and people were still doing data updates via CD and floppy disks. I was intrigued by the fact that security was increasingly important, and I realized that in this business, I would never get bored. What started with antivirus and firewalls shifted to content filtering, vulnerability management, compliance, and now 3,000 new security vendors handling all kinds of niche technologies. The threat landscape is constantly changing, and so does the work as a result. I got hooked very early on by the fact that I’m continuously learning, so I’ve remained in the industry. The only constant in cybersecurity is change, and that’s very exciting.
In my role as Regional Sales Director, I work from Johannesburg, South Africa, and oversee a growing cybersecurity market in the South African Development Community (SADC), a region comprised of 16 member states. Since joining Palo Alto Networks less than a year ago, I’ve watched this territory grow from where we had only four people on our team to now having almost 20 by the coming fiscal year. What’s most exciting to me about my role with Palo Alto Networks is the sheer speed of change, growth, and acquisition, as well as my ability to see the business as a personal franchise and to be autonomous while accountable in helping drive that growth.
Part of my job has been, over the last few months, to grow our team by bringing on talented individuals to help grow our presence in the region. I’ve always ascribed to the philosophy that you should hire people stronger than yourself, who can do the job better than you. I’m proud to say that we’ve assembled a team of tremendously talented individuals who each challenge and push each other, so that has strengthened our team as a whole. So in a very short space of time, we’ve jointly assessed where we need to go and where we want to end up, and we have the best metrics and processes for getting there. For me, that’s a success story.
What Sets Us Apart
I’ve worked for a lot of other companies in this business, but when I was ready to make a career move, Palo Alto Networks really stood out in terms of its technology, its organic growth, its research and development, its excellent leadership, and its customer relationships. Even before coming to work here, I noted that it continually hired excellent leaders, and its Net Promoter Score (NPS) and CSAT Score — which are crucial measures of customer satisfaction — were always in the top quartile, which is beyond great. Its execution, day in and day out, in all the ways that count, was very appealing to me and told me this was a company I could truly grow with.
Also, the other companies I’d been with are mature, stalwarts in the business, while here is uncapped potential, a company that drives technologies and revenues like a pre-IPO startup, and that startup mentality made it very exciting for me to get on board. We have the backing of a huge organization, but with the ability to be entrepreneurial.
One of the best pieces of advice I ever received was that it’s the little productive actions, repeated consistently over time, that add up to the difference between failure and success. What I have observed about Palo Alto Networks is that it consistently, successfully executes those productive actions that to me spell out success and longevity for the company, and for my career here.
I have also always believed in the principle of the Say:Do ratio when it comes to leadership — it refers to the difference between what you say you do and your actual execution. There are plenty of leaders who talk a lot of hot air and deliver nothing, but the leaders with strong Say:Do ratios, the ones that do what they say they’re going to do — those are the ones you go to war with, and that’s one of the things that really stood out to me about this company. The leaders maintain integrity and have a high Say:Do ratio, and that tells me I’m in the right place.
Growing my Career with Internal Mobility
I joined Palo Alto Networks in May of 2016 as a Major Account Manager. I was so excited to join the cybersecurity industry, one that drew me because of its global mission and vision. The leadership team in this region was compelling, looking at how the strong management team in Greater China would help my professional career and knowledge. Building my reputation, gaining experience, and deepening my knowledge under the tutelage of Adrian Chan’s and Wickie Fung’s leadership has provided me with so many opportunities. It’s hard to explain how grateful I am for this opportunity, and how much I have learned from them since joining almost four years ago.
It wasn’t just about learning new things when I joined here. My managers and support system know both my strengths and weaknesses, helping me develop my strengths, and mitigate weaknesses to make me a stronger sales professional. With Wickie’s advice, I built my industry knowledge, while he partnered with me to close deals that supported our client’s infrastructure and goals for protecting their data.
It wasn’t all work, though. The leadership team builds an environment that created a sense of fun, momentum, challenge, and appreciation. All of us are work-hard play-hard, but underlying this is our commitment to integrity and execution. When I was working for HK team, Wickie also assigned me to be “CEO” of the team – Chief Entertainment Officer. If you focus too heavily on work every day, especially in an industry as high pressure as ours, it becomes heavy. The burden can be difficult – the threats we face each day get bigger, more difficult. But that doesn’t mean we stay serious – in fact, it’s so important to create an environment that lightens the burdens we all face in our drive to the mission. After every quarter, we find a way to connect more personally with each other, and my role as Chief Entertainment Officer is to find a way to connect us on this level more often.
Apart from working for the Hong Kong Team, the leadership team with individuals like Adrian Chan help us build momentum within Greater China. Because of the retail industry and customer business needs, I am often pulled across Greater China and surrounding APAC countries. It’s given me exposure to new cultures, experiences, and professional capabilities. I’ve been driven to collaborate around the region, identifying the best possible solutions for our customers seeking answers to the complex cyber threats facing them around the world.
Starting my 16th quarter at Palo Alto Networks, with management support, I joined the Globals team here, now working as Regional Global Account Manager for Greater Chinese global accounts. In this transition, I can feel our company’s commitment to inclusion, knowing that they care about our career development, progression, and incorporation of more voices at every level and background. Each new opportunity I earn, I feel as though there’s an entirely new job to learn. This position is a lot different from my previous role, giving me exposure to new opportunities and people who can build my own capability and development.
Today, Palo Alto Networks has already been an industry market leader and I’m proud to be a part of the team. It’s truly a disruption driven environment, and it’s amazing what we can accomplish together, with our incredible coworkers and products.
But my success wasn’t an accident. I have been successful for a lot of reasons – and some of the keys to my success are many. For me? It comes down to communication and collaboration. These skills are so important to the team, and through that comes the feeling of inclusion, and the opportunity to identify the best strategy and solution. No solution is created without contributions from different perspectives. Success is never attributed to an individual, instead, it’s the strengths of a team that create the best result.
My Palo Alto Networks Journey
I started my journey with Palo Alto Networks in April 2019, and I can, to this day, remember the feelings of excitement and gratitude I received the call from HR telling me I was being offered a role to join the Sydney sales team. Not only was I excited to be joining the fastest growing, most innovative cybersecurity company in the world, I was also looking forward to joining a team whose values I knew would align with mine.
My background
I grew up in a very multicultural environment – my mother is Swedish, my father is British but spent the majority of my childhood in Brussels, Belgium before moving to the UK to study. I graduated with a law degree and spent some time working in the legal industry before I gained a few years experience selling legal services to law firms. With limited experience selling Cybersecurity technology, I often get asked why I got into cybersecurity and how I managed to secure a role as a Territory Sales Manager role with Palo Alto Networks in Australia, especially as I had no local sales experience and what this transition has been like.
My journey to joining Palo Alto Networks
When I arrived in Australia early 2019, I was determined to find a role within a company I could see myself working at for the foreseeable future. Deciding what is right for you is not always easy, but I knew, especially after my law degree, that I wanted to work in cybersecurity. Not only did I have a good understanding of governing privacy laws and the consequences of not adhering to these laws, but I also understood how the threat landscape was changing and the challenges this presented to organisations around the world.
Palo Alto Networks was an organisation I had been following for a while, and making each day safer and more secure than the day before was something I wanted to be part of. As soon as I touched down in Australia, I applied for a “Customer Success Manager” role through the Palo Alto Networks careers page. I was not a good fit for that position, but I nonetheless received a call from the recruitment manager who wanted to discuss a sales role she thought I was more suited to. I was nervous when I started the interview process as I had previously been rejected by another organisation due to my lack of local sales experience. In essence, concern was that I had no existing relationships or customer base I could leverage to hit the ground running.
I was however, pleasantly surprised when I was told that Palo Alto Networks actively look to hire personnel with different backgrounds and experiences as diversity brings new ideas to the organisation. The recruitment team here at Palo Alto Networks recognise that people buy from people and that successful sales professionals are likeable, hard working, passionate individuals who align to the organisations’ values. Having gone through a lengthy interview process, the local management team felt that my legal and previous sales experience made me a good fit for the role and believed in my ability to build a fruitful territory without an already established network.
Working at Palo Alto Networks
As a nontechnical person, I knew that embarking on a career in a fast-paced, security-focused, male-dominated industry would be challenging and remove me from my comfort zone. It was, however, the challenge I was looking for when I applied to Palo Alto Networks and it has been the best career move so far!
The daunting first month of learning was made fun and easier thanks to the amazing onboarding process and ongoing training provided. It was clear from day one that culture and diversity are so important at Palo Alto Networks – the team comprised of people from different walks of life which was something I really loved. Everyone was so welcoming and I immediately saw a collaborative working culture where everyone would be happy to help whenever they could. The team I joined was, and still is, led by a supportive, passionate manager who wants nothing more than to see his team succeed and enjoy success together. Happiness at work is fundamentally essential and working with positive, collaborative, reliable peers makes the Sydney office a happy place to walk into on a Monday morning.
Having had no experience selling to the Australian market before joining Palo Alto Networks has not prevented me from being successful in my role. In essence, reality is that selling in Australia is very similar to selling in the UK and whether or not you will be successful has more to do with your work ethic than having an established network of customers you can approach. If you see a job you want to apply for but feel like you might not be a perfect fit, then still apply. You have nothing to lose and it may result in a job offer.
Cream of the Crop
Eric Baum
Regional Vice President, Cortex (West)
I’ve been with Palo Alto Networks for a year, and I already know this is the best possible move I could have made for my career. I’ve worked in cybersecurity leadership positions since 2001, with seven different organizations, but none of them compare to Palo Alto Networks in terms of the quality of its products, people, and market position.
Career Growth
Since joining, I’ve held two different job titles, both within the Cortex business unit, which is part of the company’s efforts to secure the future by detecting and proactively responding to cyber threats. Within five months of starting with this company, I received an opportunity to move from my senior director position to a Regional Vice President role.
I’m by no means unique in my ability to achieve career growth here. I’ve been with several companies that would talk the talk — touting their commitment to helping their employees’ career growth — but in reality, those companies didn’t walk the walk, and as a result, people’s careers became stagnant. For example, in my current role, I’m responsible for filling open sales positions, and I recently promoted an internal candidate into a senior sales position. In my experience, that kind of thing doesn’t happen often with other companies, but it happens quite a bit here. When people express their goals and work hard, there are a lot of opportunities to grow, and any time an internal candidate applies for a position with me, no matter where in the company they’ve been working, I take that seriously.
It’s very possible for someone in an entry-level role to move quickly up through the organization. We’re relentless about helping our customers achieve success and staying ahead of cyber threats. There’s constant innovation here and never a dull moment — everybody’s moving. If a person demonstrates that kind of initiative, agility, and enthusiasm, no matter where they are in the organization, they will get the chance to be heard and supported.
One Team
One of the things I love most about working for Palo Alto Networks is the collaborative culture. We don’t do silos here. If the job has to get done, we’re all jumping in to help. We don’t play politics or backstabbing, and we don’t focus on hierarchy. You’ll never hear, “That’s not my job.” Everyone’s simply working toward the same goal — to protect our digital way of life — with healthy urgency, and that’s an environment I find truly satisfying.
From my experience in sales, many organizations focus only on individual accountability, so when people don’t achieve their numbers, for example, there’s a lot of finger-pointing about how that person isn’t good at his or her job, or it’s someone else’s fault because the product doesn’t work. But what I’m finding out at Palo Alto Networks is that we have mutual accountability. So a salesperson may have a quota, but the supporting departments work in a collaborative way, without jumping to blame, to rectify any issues and work toward the common goal together. And when everyone works together for the betterment of the company, their own individual brands rise to the top as well.
No one here is above stepping in and helping out, no matter what their title, which is an attitude that comes from the top down. In fact, our president recently set up a District Manager Advisory Board, where frontline sales managers can collaborate and share important information with each other and other departments throughout the organization. The company president, having been in that role himself, understands the importance of a frontline manager, and for every call, he rolls up his sleeves to personally help. This level of collaboration and leadership is not typical, and the benefits of it for those involved as well as the company as a whole are compelling.
It’s nice to wake up and want to go to work. Given my passion for cybersecurity and a healthy workplace culture, there is no better place that I feel I could have landed.
Stay Ready
Laramie Mergerson, Majors Account Manager, Cortex
When I joined Palo Alto Networks, I honestly didn’t expect to stay longer than a year. But the opportunities that have been offered to me and the investments made in me by some of our current and former executives showed me that the people here valued my abilities and wanted me to succeed.
When I first started here, I was an inside sales rep, which was new to me after years selling in the field. I needed to learn about cybersecurity and master our products and market in order to move up. But my commitment to learning and taking on new responsibilities led to my being able to continually move up inside the company. That has inspired loyalty to the brand that has allowed me to see many different parts of the cybersecurity industry that I didn’t expect to encounter.
For example, I was given an opportunity to stretch my abilities and was the first employee to take on a special assignment with our current Vice President of Business Development, which revealed many different aspects of the business to me. After that, I was selected in the first cohort for a new hybrid position working with Palo Alto Networks’ Major and Global Accounts. After a very successful year in that role, I was promoted as the first sales rep covering Major Accounts in Texas for Cortex, our detection and response platform that utilizes collected data to stop cyber attacks. That’s a lot of firsts! These opportunities have not only given me a high level of work satisfaction, but they’ve shown me that there’s still plenty of room for me to grow and learn with this company.
Something else I’m really proud of and personally enjoy is having the opportunity to take some of my black customers to events that are tailored to their interests — many of which received a response and attendance rate of around 90%, which is almost unheard of in sales. To see the smiles and appreciation from my customers and watch our relationships grow over the years has been exciting and fulfilling. I look forward to nurturing these relationships for years to come.
Keys to Success
I ran a marketplace startup for a few years before coming to Palo Alto Networks. I believe it was this experience, more than any other prior role, that prepared me for working here. In fact, I’ve found that wearing different hats in order to achieve results has been a tremendous asset to me throughout my career because it has made me versatile and demonstrated my willingness to take on new responsibilities.
Additionally, I spent time in the military early in my career and played basketball at high levels. I believe both of these experiences have contributed to my success as well because they taught me about working with teams and having a “no excuses” mentality that is all about results, both of which are key to success in sales.
At the end of the day, I feel any experience can be valuable if you are always looking for opportunities to learn and challenge yourself. Some of the best advice I’ve ever received was to be ready when your number is called. You might only get one shot to prove yourself. The black community has a saying, which I fully believe: If you stay ready, you don’t have to get ready. I’ve made it a priority to stay ready, and I believe that has helped me to achieve career success.