Job Summary
You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner. Your success in this role will span the creation and execution of national and localized business plans and will be measured primarily on the joint business executed. Do you have experience working at all levels of large strategic partner organizations, plus high discernment and an approach to developing partnerships based on the long term, "outcome where everybody wins" strategy? If so, we want you. Palo Alto Networks National Channel organization is a strategic pillar for the organization's continued growth and we are looking for a dynamic leader that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks relationships within our national partner ecosystem.
This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together.
Your Impact
•Drive results working with Regional Channel Business Managers, Channel SEs, partner personnel, and ancillary stakeholders to drive growth as we scale the Dell-Palo Alto Networks partnership.
•Develop and execute business plans & sales execution planning driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations.
•Strong executive presence and relationships with Dell Alliances, Sales, and Technical teams, and being able to build trust between Palo Alto Networks and those teams at Dell is critical to driving growth at scale with this partnership.
•Strong technical aptitude/acumen and the ability to simplify the message to drive platform adoption in the joint customer base.
•Extensive experience working with Dell, leading teams, experience building Dell services and OEM offerings, building out a partnership at a portfolio company, and with experience driving metrics-based performance at Dell.
•Create services based on our emerging and established technologies increasing revenue growth.
•Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment.
•Lead regular business performance and relationship reviews with senior management and various stakeholders.
Qualifications
•Bachelor's Degree or equivalent, MBA a plus
•10+ years experience in Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry, and/or Cloud industry
•Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease
•Excellent executive communication and presentation skills
•Successful track record of exceeding performance objectives
•Understanding of channel operating models
•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
•Capable of performing in a virtual team environment
•Negotiation and conflict resolution skills
Compensation Disclosure
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 the annual range listed below. The offered compensation may also include restricted stock units and a bonus.
$272,000.00 - $374,000.00/yr
Other Notes
•Is role eligible for Immigration Sponsorship? No. The company will not sponsor applicants for work visas for this position.
•Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver's license.
