Job description
Company Description
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.
Who We Are
We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.
As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!
Job Description
Your Career
Act as the Plan owner of the SASE Ecosystems plan for the covered region.
Carry the SASE Ecosystem Strategy by defining North Star objectives, Demand generation campaigns, Closing and Enablement plans.
Act as the SASE Subject Matter Expert for the ecosystems and internal channel communities
Monitoring execution of Plan across the partner patch in the region.
Collaborate across the board ( Ecosystems leadership, Region leadership and Sales teams, Ecosystem teams, Marketing, Pre-sales, Enablement, Services, Acceleration office ) to proactively create compelling initiatives to sustain business objectives .
Your Impact
Strategy and Performance Ownership on SASE
Strategy Development: Collaborate with EMEAL & Regional Channel teams to define SASE sales acceleration goals and objectives by Partner and other high level metrics such as Joint offering, GTM, Capacity and Capability by region.
Performance Management: Establishing and tracking against key performance indicators (KPIs) and sales metrics, analyzing data to identify trends, opportunities, and areas of improvement.
Pipeline Management: Working closely with Alliance Directors and Region CBMs to propose pipeline generation frameworks and activities to manage and increase the sales pipeline, and lead generation activities.
Partner Process and Program Management on SASE
Partner SASE engagement Process Optimisation: Evaluating and enhancing the partner process to identify areas for improvement, streamline workflows, and increase efficiency.
Partner SASE Selling Industrialisation: Developing SASE campaigns and selling initiatives to meet the adoption and growth goals of SASE, and supporting their execution.
Partner Execution Improvement: Identifying internal bottlenecks and streamlining processes with Mktg, Sales Ops, Business units and IT support.
Ecosystems Community Engagement and Enablement on SASE
Ecosystem team Coaching and Mentoring on developing SASE motion within their partners: Providing guidance, coaching, and support to the partner team, fostering a culture of continuous learning and development.
Sales Pitch Enablement Support: Supporting the training programs in conjunction with Sales Enablement Team & GTM, tools, and resources to equip the Ecosystems Community with the necessary skills and knowledge to achieve sales targets.
Partner Team Performance Analysis: Conducting regular assessments of the territory PartnerTeams to identify team strengths, weaknesses, and areas for improvement on SASE engagement.
Partner Facing Activities and External Exposure
- External Event Participation: Participating in Exec partner SASE Pitches, Partner Roadshows, and other external events, representing Palo Alto Networks’ strategy in access security transformation and implementing Zero Trust strategy.
Market and Competitive Insights
- Market Analysis and Competitive Intelligence: Staying updated on market trends, competitor activities, partner offerings and customer needs to feedback/influence GTM with our GSI partners.
Qualifications
Your Experience
- Strong experience in SASE sales - direct or through partners
- A hunter mentality, ideally with a combination of channel and end user sales experience
- Prior experience building relationships with MSSP’s, SI/GSI or Service Providers with proven ability to work with key executives
- Experience selling across the Northern Europe market (Benelux + Nordics)
- 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 Additional Information
- Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
- Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
- Strong business acumen and negotiation abilities
- Great team player with strong drive - Willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
- Regular travel will be required
Additional Information
The Team
The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.
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 [email protected].
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.
