Director of Technical Partnerships, Palo Alto Networks
Dell
$212-292k
More information about location
Office located in Round Rock, TX
Leading cybersecurity protections and software platform
Job no longer available
Leading cybersecurity protections and software platform
1001+ employees
Job no longer available
$212-292k
More information about location
Office located in Round Rock, TX
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- The ideal candidate will have extensive experience in defining and scaling OEM sales processes across sales, offering, and go-to-market (GTM) teams within Dell
- You will have a proven track record in cultivating strategic relationships with Dell sales and executive leaders
- 10+ years of experience working knowledge in a sales, business development or offering management capacity
- Deep expertise in Network and Cloud Security solutions
- Proven track record in selling, demonstrating, and deploying enterprise security solutions across OEM sales motions. Notable experience in scaling OEM sales motions with Dell and other partners
- Strong experience in working with product and strategy teams to develop joint solution offerings
- Deep understanding of enterprise security trends, competitive solutions, and business drivers
- Experience collaborating with cross-functional teams - including sales, product, engineering, and marketing
- Effective communication skills with the ability to present complex security solutions to buyer and executive personas
- Strong understanding of technical partnerships and GTM strategies
- Program and project management skills and ability to manage people reporting into other organizations to desired outcomes
What the job involves
- We seek a highly motivated leader to join our Technical Partnerships team within the Global Ecosystems organization to drive global sales and business development initiatives for the Dell Technologies partnership
- Your ability to lead programs across multi-functional teams at both Palo Alto Networks and Dell will enhance collaboration between our joint sales and GTM teams, accelerate revenue growth, and improve client adoption of our joint solutions
- Additionally, you will further develop or refine joint solutions and technical integrations alongside product and GTM teams to meet evolving client and market demands. You must also be prepared to scale efforts to support additional partners as required
- Work cross-functionally across teams at Palo Alto Networks and at our partners to advance existing and develop new strategies to drive pipeline and accelerate revenue together
- Help define the partnership priorities in working in conjunction with direct manager and Product, GTM, and geo-level Sales leaders within Palo Alto Networks and our partners
- Help define a global business plan for unique technical integrations and OEM solution offerings with teams in Palo Alto Networks in collaboration with our Partner and potentially other partners in the Ecosystem
- Identify programs to scale and grow pipeline to yield opportunities that will transition to GTM and Account Teams. Be an escalation point for GTM and Account Teams in support of strategic deals
- Advocate for Product and GTM innovations to improve business results for technical integrations and OEM solution offerings with an aim to differentiate over competitive offerings. Identify emerging Product and GTM challenges and contribute to future solution strategies
- Execute joint GTM Sell-Through sales initiatives with target partners. Own launch program for all sales motions for technical integrations and solution offerings that encompasses programs for pipeline generation and acceleration, systems enablement, and internal and partner sales enablement. Manages all global workstreams with cross-functional teams including to ensure priorities and alignment on global business plan and track execution by owner
- Deliver on the key business metrics defined alongside our Global Ecosystems, Product, GTM and Sales teams. Report weekly numbers, attainment to targets and execution against the business plan with stakeholders. Manage weekly pipeline review and ensure pipeline supports global targets Address gaps through suggested program changes. Support recurring and ad-hoc reviews on business performance
- Drive definition and evolution of the partner programs needed for our customers and partners to reliably leverage the power of our Ecosystem
- Own contracts globally and track new agreements working closely with Legal teams
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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