Director of Service Provider Partner Sales, Palo Alto Networks
North America
$356-415k
OTE
Leading cybersecurity protections and software platform
Job no longer available
Leading cybersecurity protections and software platform
1001+ employees
Job no longer available
$356-415k
OTE
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- We are seeking someone who is driven and excited for the opportunity to build and lead some of the key relationships
- We are looking for someone who possesses a deep understanding of how to successfully develop Service Provider partnerships in a complex environment
- Ideally, you are someone who possesses a track record of success working with all types of Service Providers
- Exceptional leadership skills - a strong recruiter and motivator of people - Resourceful, innovative and transformational - Passionate about building great teams - High EQ and ability to lead with positive influence
- Extensive experience developing and managing SP partner ecosystems and building large-scale businesses with SPs
- Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial mindset
- Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing
- Excellent at influencing others, both externally and internally - ability to communicate effectively and build consensus across various functional groups to achieve goals
- Industry knowledge of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts
- Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities
- Consistent track record of over achievement against quarterly and annual sales targets
- Demonstrable experience in high-tech enterprise sales working with leading high-tech companies with a record of overachievement
- Understanding of recent Cyber Security trends and key vendors in the industry
- Consistent track record in selling & positioning network Security at a senior business level
- Very strong written & verbal communication skills
- Team player with a positive attitude and good customer service skills
- High levels of self-motivation, adaptability, ease of handling multiple responsibilities and able to work on own with minimal supervision
- High organizational skills and very strong relationship-building interpersonal skills
- Able to build a highly functional team. Includes strong interviewing and hiring skills as well as employee performance management capabilities
- Able to respond to team objectives
- Ability to travel
What the job involves
- You will lead the Palo Alto Networks Service Provider (SP) partner sales team across North America
- This exceptional team works with our SP partners to utilize the Palo Alto Networks market leading security platforms to drive key security and business outcomes for our joint customers
- They work with partners to develop joint solutions, support opportunities and drive the adoption of learning paths and certifications. This person can live anywhere in the US
- The Director of NAM SP partner sales organization is also responsible for all aspects of Palo Alto Networks partnerships with key SP partners such as AT&T, Verizon, Lumen, CTBS and others including enablement, and sales
- You will lead a highly motivated team to successfully strategize and execute the goals and sales targets for the business
- You will work closely and collaboratively with the Global SP teams and with our sales and ecosystem teams to develop GTM plans including bookings and pipeline goals as well as executing the plans
- Lead a highly motivated sales team and build out a structured GTM business for Service Providers
- Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model
- Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Palo Alto Networks and the SPs
- Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business
- Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
- Experience building world-class SP sales organizations
- Work with the direct and channel sales teams to manage sales efforts typically focused around the sale of transformational solutions and shaping sophisticated/complex deals
- Manage sales efforts typically focused around the sale of transformational engagements, shaping sophisticated/complex deals that match client needs to joint Palo Alto and partner solutions
- Partner with PANW Services teams, Field Sales, Business Development, Sales Operations, Legal, Marketing and other internal organizations
- The partner sales organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission
- Partner sales development is an extension of the territory sales team, with the ultimate goal to train and enable our strategic partners to become empowered in the use and sales of our products
- This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so
Our take
With cyber threats evolving at lightening speed, businesses need robust solutions to protect their data and infrastructure. And the global cybersecurity market is projected to grow significantly, driven by increasing cyberattacks and the adoption of digital transformation initiatives. Because of this, companies are seeking security platforms that can address these challenges efficiently.
That's where Palo Alto Networks steps in, a frontrunner in the cybersecurity arena. It offers a suite of AI-powered security solutions designed to safeguard enterprises across various sectors. Its platforms, such as Cortex XSIAM and Prisma AIRS, integrate advanced threat detection, zero trust architecture, and real-time response capabilities so organizations are ready to manage and mitigate risks.
Its leadership is evident too, with impressive growth and strategic partnerships. Recently the company surpassed $1.5M in sales through the Google Cloud Marketplace, highlighting the demand for its innovative security solutions. Additionally, a collaboration with AT&T aims to enhance cybersecurity offerings, further solidifying its position in the market.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2022
$34m
SERIES A
May 2022
$11m
SEED
Total funding: $45m
Company benefits
- Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
- Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
- Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
- Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
- Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
- Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day. Life at Palo Alto Network
Company HQ
Santa Clara, CA
Leadership
Nikesh Arora
(CEO & Chairman)Previously the President and COO at SoftBank, CBO at Google, and CMO at T-Mobile.
Nir Zuk
(Founder & CTO)Previously CTO at NetScreen Technologies, which was acquired by Juniper Neworks in 2004. They also co-founded OneSecure where they served as CTO and was the Principal Engineer at Check Point Software Technologies.
Lee Klarich
(CPO)Initially joined Palo Alto in 2006 as the EVP of Product Management and became CPO in 2018. Prior to this, they were the Director of Product Management at Juniper Networks and a Product Line Manager at NetScreen Technologies.
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