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Sase Partner Development Manager
2 weeks ago
**Company Description** Our Mission**
At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.
Who We Are
We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.
As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.
**Job Description** Your Career**
The Palo Alto Networks Ecosystem team is a strategic pillar for the organization’s continued growth and we are looking for a Partner Development Strategic Partner impact player that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks growth in a rapidly expanding SASE market space.
Your role will involve creating, implementing, and executing ideation and acceleration programs to drive the adoption and growth of SASE solutions within a select group of strategic partners. You will collaborate closely with the Channel Business Manager to develop a comprehensive SASE strategic partner plan, which will be integrated into the broader partner business plan. This includes designing programs, crafting partner sales plays, and developing tools that enhance alignment, enablement, and demand generation efforts, all of which will be leveraged by Channel Business Managers across the ecosystem.
**Your Impact**
- Develop and execute enablement and sales plays which drive the partner relationship including sales and pipeline development, executive interlocks, business development, enablement, certification plans, and partner marketing
- Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales & partner organizations
- Evangelize the joint value proposition and service offerings with partners, leading the charge on account targeting and orchestrate meetings to create new joint pipeline and drive business to close
- Develop and complete capacity plans to assure the partner is 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 the business performance
**Qualifications** Your Experience**
- 10+ years in sales management, channel management or business development role within the enterprise software ecosystem (cybersecurity preferred)
- Previous experience working with partners in SASE/CASB capacity is an advantage
- Excellent instincts and shown 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
**Additional Information** The Team**
Our NAM Ecosystem team is a talented group of hand-selected individuals driving our relationship with GTM partners. This focused and experienced team works directly with our strategic
