Strategic Alliance Sales Manager, Dig Security
North America GSI Partnerships
$225-309k
The compensation offered for this position will depend on qualifications, experience, and work location. The offered compensation may also include restricted stock units and a bonus
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
$225-309k
The compensation offered for this position will depend on qualifications, experience, and work location. The offered compensation may also include restricted stock units and a bonus
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
- Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes and best practices
- Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment
- Proven experience influencing senior level partner executives and/or partner principles
- Strong and effective communication – written, oral, and public presentation
- Ability to work, collaborate and drive outcomes individually
- Experience in working in cross–functional environment and driving joint strategy
- Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
- Data-driven and fluent in Salesforce and Tableau
- Minimum 5+ years of sales experience in a hi-tech environment - Minimum 3+ years in indirect sales with proven experience in partner management with system integrators
- Excellent presentation skills with the ability to influence at senior levels within a partner organization
- BS or MS degree or equivalent military experience required
What the job involves
- The GSI sales team is responsible for driving growth through a strategic set of consulting partners such as: Deloitte, NTT, PwC and IBM to name just a few
- As a North America Strategic Alliance Sales Alliance Manager, you will drive net new pipeline & revenue growth with these strategic systems integrators and ultimately take the business to the next level
- Working in close collaboration with other team members, you will develop the strategy and drive work streams for business development, marketing, account collaborations, joint pursuit plans and targeted partner enablement in order to build demand and pipeline that will lead to incremental bookings and transformational outcomes for customers
- Develop and update the GSI strategy & partner business plan for North America to ensure the partnership is on track to hit goals for pipeline and bookings targets
- Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner
- Build & strengthen relationships with key stakeholders at all levels in the partner organization
- Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers
- Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings
- Understands routes to market with partners (MSSP, Resell & Influence)
- Leverage a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
- Drive field & partner interlock and engage sales leadership effectively
- Document partner activities in joint pursuits and accurately communicate outcomes and next steps
- Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
- Experience in sales cycle progression and procurement processes in partner-led deals in order to ensure timely closure of deals against critical quarterly targets
- Provide weekly forecast updates toward quarterly and annual revenue targets
- Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity
- Collaborate and shares best practices cross-functionally and with partners effectively
- Drive partners to go big with Palo Alto Networks
- Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment
- Mission driven, curious, adaptable, self-starter with a growth mindset
- 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
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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