CLOUD PARTNER MANAGER
The Palo Alto Networks Cloud Partner Manager is a senior specialist position within the Channels organization. This position is an overlay position that specializes in Public Cloud and driving public cloud engagements within the channels organization.
The Cloud Partner Manager is responsible for revenue generation through target cloud providers and includes the recruitment, engagement, management and creation of the joint Go-To-Market strategy with a selected list of “Born in the Cloud” (BiC) Solution Providers, the public cloud aspects of Global System Integrators and select NextWave partners who have a public cloud focus. The Cloud Partner Manager is a senior level channel/sales position without direct reports, that functions as the key public cloud expert in channel engagements with selected partners to drive Palo Alto Network’s Public Cloud strategy.
The Public Cloud space is evolving and there is a new type of partner (“Born in the Cloud”) emerging that focuses on helping Enterprise customers build their strategies for Public Cloud including but not limited to business process definition, application creation and inventory, architectural review and business unit alignment to support Public Cloud. These new partners typically do not fit the traditional channel model but are incredibly strategic to both customers and cloud vendors like Palo Alto Networks.
Many of these new “Born in the Cloud” Solution Providers are unfamiliar with Palo Alto Networks or our value proposition for Public Cloud, so the Cloud Partner Managers prime responsibility is to engage with these targeted partners and drive a joint Go-to-Market strategy to increase Public Cloud customer opportunities and engagements and utilize the BiCs and Public Cloud GSIs for solution creation, services delivery and opportunity management in the Public Cloud space.
In addition, this role will work functionally with the theater’s sales teams to drive pipeline and revenue through public cloud provider contributions and will also work within the worldwide virtual Public Cloud organization consisting of Business Development, Product Marketing/Management, cloud provider engagement directors, and Channel Programs/Operations.
A minimum of 10 years of deep, proven channel sales experience
Experience with and the management of large partners and Global System Integrators
Proven experience in recruiting strategies and execution of recruiting new partners
Understanding of Public Cloud and the uniqueness of public cloud architectures
Excellent communication skills including strong verbal and written skills and proven presentation skills being able to articulate complex topics
Ability to travel globally
Strong understanding of Enterprise and Cybersecurity markets including a deep understanding of the competitive landscape
Proven ability to work in a matrix environment
Experience with target account selling, solution selling and consultative sales techniques
Demonstrated experience in collaborating with direct sales teams on partner engagements to drive pipeline and revenue
Proven experience in building joint partner Go-to-Market strategies and execution of all plans including but not limited to; joint goals/KPIs, demand creation, over achieving bookings targets, joint marketing, solution and professional services creation, customer satisfaction, whitespace penetration and competitive positioning.
Proven operational skills including deep experience with Salesforce.com, reporting, program compliance and ensuring data integrity
Experience with building out professional services is preferred
A Bachelor Degree is required
Learn more about Palo Alto Networks here and check out our fast facts