Prisma Cloud Partner Development Manager

1 month ago

Remote, Oregon, United States Palo Alto Networks Full time

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren't easy goals to accomplish – but we're not here for easy. We're here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We're changing the nature of work from benefits to learning, location to leadership, we've rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

As a Prisma Cloud Partner Development Manager, you will be responsible for educating our Channel Partners and Channel Business Managers on the Prisma Cloud and assist with the creation of key sales plays to drive Prisma Cloud revenue across North America, but with a focus on the Central Region. You'll be expected to present the Palo Alto vision at small and large-scale events. You will work closely with the Regional and National Channel Managers to drive a Prisma Cloud strategy with the partners they support. You will act as player coach managing other Partner Development Managers across the NAM ecosystem.

This team is responsible for building a bias towards Palo Alto Networks across our partners GTM offerings with a focus on VAR, reseller, MSSP and systems integrator routes to market utilizing our Prisma Cloud portfolio. The ideal candidate will have strong experience in channel sales or partnerships with a proven track record of executing against business plans to deliver against goals/quota. Candidates should have a demonstrated ability to think strategically and analytically about business, the solution, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-functionally to increase partner bias towards Palo Alto Networks. We are looking for candidates that are creative, and aggressive.

Your Impact

  • Ability to build and execute business plans focused on high growth solutions.
  • Provide world-class relationship development and thought leadership across partners to increase revenue and drive incremental business opportunities.
  • Work with Palo Alto Networks Leadership, Partner teams, and Marketing teams to leverage resources and drive key growth metrics, build a strategic plan, and enablement model.
  • This role is part of the NAM team and collaboration with cross functional groups is critical to success.
  • Working with the partners, you need to define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities with our partners.
  • Ability to present at large-scale meetings and events.
  • Participate in quarterly review sessions with the key partners in the region
  • Have a direct involvement and influence in top opportunities, focusing sales efforts on large key accounts with the sales team
  • Regional travel is required

Qualifications

Your Experience

  • Strong understanding of security technologies, channel routes to market, partnerships, sales and successfully implementing channel strategy to drive dramatically increased sales.
  • Highly effective relationship/partner development skills.
  • Experience formulating a vision, strategy, and execution plan for your key partners.
  • Track record of driving enterprise sales via channel partners (partner handles selling motion).
  • Proven experience of exceeding channel sales or direct sales quotas.
  • Proven analytical skills to determine which programs work and insight to build on that experience.
  • 3+ years of above quota sales experience
  • Practical knowledge of handling large quota/ deals
  • Practical knowledge of cloud security products
  • Proven experience selling in the technology industry with a preference for a mixture of network infrastructure based security appliances, software and cloud
  • Self-motivated
  • Strong communication (written and verbal) and presentation skills, both internally and externally
  • Enterprise sales experience with a strong network of in district decision makers
  • Superb organizational skills
  • "Whatever it takes" attitude and motivation to deliver above quota performance

Additional Information

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the goal to train and enable our channel partners to become empowered in the use and sales of our products. We educate, inspire, and empower our potential clients in their journey to security.

As part of our channel sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success.
Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we've rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and 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.

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer, the starting salary (includes on-target earnings = base + on target incentives for sales roles) The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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