Strategic Partner Development Manager

3 days ago

Toronto, Ontario, Canada Palo Alto Networks Full time
About the Role

We are seeking a highly skilled and experienced Strategic Partner Development Manager to join our team at Palo Alto Networks. As a key member of our Ecosystem team, you will play a critical role in driving the growth and adoption of our SASE solutions within a select group of strategic partners.

Key Responsibilities
  • Develop and execute enablement and sales plays to drive partner relationships, including sales and pipeline development, executive interlocks, business development, enablement, certification plans, and partner marketing.
  • Drive joint sales pursuit activities to achieve sales targets, working closely with Palo Alto Networks sales and partner organizations.
  • Evangelize the joint value proposition and service offerings with partners, leading the charge on account targeting and orchestrating meetings to create new joint pipeline and drive business to close.
  • Develop and complete capacity plans to ensure partners are well-positioned to deliver successful customer outcomes.
  • Build consistency of partner engagement with Palo Alto Networks sales and engineering leadership.
  • Lead regular business performance/relationship reviews with senior management.
  • Build and maintain activity and performance reports and dashboards to measure business performance.
Requirements
  • 10+ years of experience in sales management, channel management, or business development within the enterprise software ecosystem, preferably in cybersecurity.
  • Previous experience working with partners in SASE/CASB capacity is an advantage.
  • Excellent instincts and ability to interface at a senior leadership to individual contributor level with ease.
  • Adept at moving quickly between low-level execution and high-level critical thinking and organization.
  • Outstanding relationship building skills across internal and partner shareholders.
  • Successful track record of exceeding performance objectives.
  • Experience and success operating within the enterprise/major accounts/global market.
  • High discernment with sales, marketing, and solution development mindset.
  • Capable of performing in a fast-paced, virtual team environment.
  • A technical background or foundation is an advantage.
About Us

Palo Alto Networks is a leader in the cybersecurity industry, and we are committed to providing innovative solutions to our customers. Our Ecosystem team is a talented group of individuals driving our relationship with GTM partners, and we are seeking a highly skilled and experienced Strategic Partner Development Manager to join our team.

This role will be critical to ensuring we execute on time and on plan, and you will work closely with a variety of routes to market, including National and Regional VARs, Distribution, Solution Provider, GSI, and CSP organizations at Palo Alto Networks.

We are an equal opportunity employer and celebrate diversity in our workplace. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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