CASY-MSCCN Jobs

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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Your Career

Palo Alto Networks is scaling its world-class business organization and looking for its next senior leader. Our security services are successful both in the market as well as at preventing attackers, the landscape is continually changing and in need of innovative leadership. Helping our customers realize the benefits of our products and services requires partnerships across our partner ecosystem.

As the Ecosystems Strategic Alliance Leader for JAPAC, you will be responsible for developing the overall Ecosystems strategy and plan for our GSI, CSP and MSSP partners. You will build and drive the Ecosystems team to exceed company objectives and contribute to a culture that is focused on delivering results in bookings and growing top-line revenue through the generation of scalable, repeatable, structured partner relationships and programs. You will also lead a team of individual contributors focused on building partner relationships, program management and enablement.

The successful candidate is one who thrives in charting a new course and collaborating cross-functionally to build more efficient approaches. This person must be an influential leader who is highly capable in building an internal and external network that allows us to deliver quality shared services to all our Ecosystem and partner teams in order to build repeatable solutions that allow us to scale faster and drive more value into the market with our solutions through our partners. This person must be a strong leader who will attract great talent that thrive in our environment.

Your Impact

• Develop and execute regional joint business plans which drive all aspects of the partner relationship including sales and pipeline development, executive interlocks, business development, enablement, certification plans, and partner marketing

• Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales organization

• Present and promote Palo Alto Networks value proposition and capabilities, enabling the partner to build a profitable Palo Alto Networks business

• Develop a joint GTM solutions with respective strategic alliances for targeted business segment and verticals

• Develop and complete capacity plans to assure the partner is well positioned to deliver successful customer implementations

• Regular communication across the region, which promotes the success of the partnership

• Lead regular business performance/relationship reviews with senior management

• Build and maintain activity and performance reports and dashboards

• Becoming a trusted advisor to internal sales leaders and Ecosystem partner executives alike

• Defining and managing specific revenue goals with GTM partners working jointly with our Global, Theater teams and route to market teams

• Creating joint GTM plans and joint investment plans with our strategic partners

• Defining and managing to specific product roadmap and integration goals with Tech partners working jointly with our Product and GTM teams

• Ensuring our GTM partners are building the necessary capabilities in demand generation, sales engagement and customer success to deliver to our joint goals

• Enabling these partners with the necessary sales and technical enablement

• Working with Product and Partner Marketing to position and communicate the value of partnerships to both partners and end-customers

• Working with our Global Customer Success teams to ensure our partners can successfully deliver value to customers and have the necessary training and access to tools

• Developing the overall business planning, setting of annual/quarterly goals and consistent measurement across all Partner types

Your Experience

• 12+ years of experience in leadership roles

• Strong domain expertise with Global Systems Integrators or similar global scale partnerships

• Strong desire to take ownership of the full partner lifecycle

• Experience growing and managing a strong, partnership management team

• Strong go to market and business analysis skills

• Executive presence and ability to interface and negotiate with senior executives

• Previous experience in conceptualizing, planning, and implementing transformational solutions

• Extensive experience selling security products in a Channel Sales environment

• Industry knowledge of security and network product and technology trends

• Knowledge of competitive solutions and technical selling strategies

• Strong business acumen, analytical and problem-solving skills, and ability to structure solutions to complex problems

• Experienced in driving large cross-functional programs/initiatives and change management initiatives

• Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines

• Excellent communication, organisation, influence, writing, and editing skills

• Ability to lead and develop high-performance teams

• Experience in identifying sales enablement issues, building robust recommendations and implementing strategies to optimize multi-channel performance

• Executive-level presence with excellent verbal and written communication skills at all levels in the organisation

• A dynamic speaker with a proven ability to get participants passionate about the topics being presented

The Team

Our Sales team members work hand in hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our Sales team, you are empowered to be successful through constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development. As a member of our Sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with partners and clients to resolve incredibly complex cyberthreats.

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?: Yes