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SASE Partner Development Manager

Palo Alto Networks

SASE Partner Development Manager

Plano, TX +1 location
Full Time
Paid
  • Responsibilities

    Job Description

    Your Career

    The SASE Partner Development Manager for NAM [East, Central, West, SLED/Other] role requires senior set of skills to:

    • Carry the SASE Ecosystem Strategy and Execution for Channel partners in Region by defining North Star, Yearly/ Quarterly plans + monitoring SASE execution across the partner patch and the regions.
    • Act as the SASE Subject Matter Expert for the Channel community
    • Collaborate across the board ( Ecosystems leadership, Region leadership and Sales teams, Ecosystem teams, Marketing, Enablement, Services, Acceleration office etc) to proactively create compelling initiatives to sustain business objectives

    Your Impact

    • Strategy and Performance Ownership * Strategy Development - Collaborate with [North East, Central, West, South] Region Channel Leads, CBMs and DBMs 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 - Special focus on service creation support * SASE Performance Management - Establishing and tracking against key performance indicators (KPIs) and sales metrics, analyzing data to identify trends, opportunities, and areas of improvement * SASE Pipeline Management - Working closely with CBMs and DBMs to propose pipeline generation frameworks and activities to manage and increase the sales pipeline, and lead generation activities * SASE MSSP Framework - Accountability on deploying the program though selected VARs and Revenue accountability
    • Partner Process and Program Management * Partner SASE engagement Process Optimization - Evaluating and enhancing the partner process to identify areas for improvement, streamline workflows, and increase efficiency * Partner SASE Selling Industrialization - 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, and IT support
    • Activity * Drive Local Execution in partnership with Local Channel Business Managers that are built by the SASE Go To Market team at PANW * Work with National Channel Business Manager to implement SASE programs with Local Channel Business Managers * Work with Local CBM’s to deliver SASE cross sell motion with partners that have sold other PANW products
    • PANW 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 Channel Ecosystems Community with the necessary skills and knowledge to achieve sales targets * Partner Team Performance Analysis - Conducting regular assessments of our Channel Partner Teams to identify team strengths, weaknesses, and areas for improvement on SASE engagement
    • Partner 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 Channel partners
  • Qualifications

    Qualifications

    Your Experience

    • Senior Professional with a double track of experience working with or for VARS and Distis ( understanding of their selling schemes and special stakes ) + expertise knowledge on SASE - Sales experience through the Channel motion also under consideration
    • Technical aptitude for understanding how technology products and solutions solve business problems
    • Identifies problems, reviews data, determines the root causes, and provides scalable solutions
    • Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
    • Excellent time management skills, and work with high levels of autonomy and self-direction

    Additional Information

    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 with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching 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 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.

    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/commissioned roles) is expected to be between $220,800/yr to $303,600/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here

    Please note that we will not sponsor applicants for work visas for this position.

  • Locations
    New York, NY • Plano, TX