Partner Development Manager, Palo Alto Networks
SASE North Europe
More information about location
Leading cybersecurity protections and software platform
Be an early applicant
Leading cybersecurity protections and software platform
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- Strong experience in SASE sales - direct or through partners
- A hunter mentality, ideally with a combination of channel and end user sales experience
- Prior experience building relationships with MSSP's, SI/GSI or Service Providers with proven ability to work with key executives
- Experience selling across the Northern Europe market (Benelux + Nordics)
- 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 Additional Information
- Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
- Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
- Strong business acumen and negotiation abilities
- Great team player with strong drive - Willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
- Regular travel will be required
What the job involves
- Act as the Plan owner of the SASE Ecosystems plan for the covered region
- Carry the SASE Ecosystem Strategy by defining North Star objectives, Demand generation campaigns, Closing and Enablement plans
- Act as the SASE Subject Matter Expert for the ecosystems and internal channel communities
- Monitoring execution of Plan across the partner patch in the region
- Collaborate across the board ( Ecosystems leadership, Region leadership and Sales teams, Ecosystem teams, Marketing, Pre-sales, Enablement, Services, Acceleration office ) to proactively create compelling initiatives to sustain business objectives
- Strategy Development: Collaborate with EMEAL & Regional Channel teams 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
- Performance Management: Establishing and tracking against key performance indicators (KPIs) and sales metrics, analyzing data to identify trends, opportunities, and areas of improvement
- Pipeline Management: Working closely with Alliance Directors and Region CBMs to propose pipeline generation frameworks and activities to manage and increase the sales pipeline, and lead generation activities
- Partner SASE engagement Process Optimisation: Evaluating and enhancing the partner process to identify areas for improvement, streamline workflows, and increase efficiency
- Partner SASE Selling Industrialisation: 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, Business units and IT support
- 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 Ecosystems Community with the necessary skills and knowledge to achieve sales targets
- Partner Team Performance Analysis: Conducting regular assessments of the territory PartnerTeams to identify team strengths, weaknesses, and areas for improvement on SASE engagement
- 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 Analysis and Competitive Intelligence: Staying updated on market trends, competitor activities, partner offerings and customer needs to feedback/influence GTM with our GSI partners
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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