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Strategic Partner Sales Manager

2 months ago

Reston, Virginia, United States Palo Alto Networks Full time
Job Description

Company Overview

At Palo Alto Networks, our mission is clear:

To be the preferred cybersecurity partner, safeguarding our digital existence.

We envision a world where each day is more secure than the last. Our foundation is built on challenging norms and innovating in the cybersecurity landscape, and we seek forward-thinkers who share our commitment to shaping the future of security.

Work Philosophy

We prioritize personalization and choice in all our employee programs. We have transformed the conventional approach that assumes uniformity in employee needs. Our employees are empowered to select what best suits them, from wellness support to professional growth and beyond.

Your Role

In this position, you will oversee the North America Go-To-Market (GTM) Service Provider initiatives for the US Public Sector and SLED (State, Local, and Education) sectors, collaborating with partners such as Verizon, Lumen, and BT. The primary focus of the Strategic Partner Sales Manager is to engage with a select group of service provider partners aiming to market PANW-powered managed security services, while also supporting their existing and prospective customers in addressing cybersecurity needs.

Your responsibilities will include working closely with the Services Creation, Sales Engineering, and Marketing teams, as well as partner leadership, to craft GTM business strategies that promote collaborative sales efforts and drive new business opportunities. You will be accountable for achieving measurable outcomes, including enhanced bookings and new customer acquisition through strategic sales and marketing initiatives.

Key Responsibilities

  • Collaborate with Service Creation, Marketing, and Sales Engineering teams to develop a strategic business territory plan focused on the US Public Sector and SLED markets, including actionable plans and regular performance reviews.
  • Establish a consistent rhythm of relationship-building activities to strengthen partnerships.
  • Engage at the deal level to facilitate joint pipeline efforts, provide ongoing tactical support for order processing, and ensure timely submission of purchase orders aligned with sales forecasts.
  • Build and maintain relationships with key service provider leaders and Palo Alto Networks regional leaders to support business initiatives.
  • Conduct inbound and outbound communications to drive industry planning and client engagement sessions with service provider teams, identifying new sales opportunities and fostering pipeline growth.
  • Manage marketing development funds for service provider partners to support enablement and demand generation activities that align with Palo Alto Networks' objectives.
  • Maximize the impact of service provider partnerships, positioning Palo Alto Networks as the cybersecurity GTM partner of choice, and collaboratively develop unique solutions that enhance market presence.
  • Work alongside Sales, SE, Marketing, and Channel teams to execute business plans, ensuring involvement from the appropriate stakeholders at service providers.
  • Lead Quarterly Business Reviews (QBR) with cross-functional stakeholders to assess progress against shared business goals.
  • Communicate service provider development needs to internal teams, translating these needs into actionable solutions.
  • Proactively collaborate with service provider teams to generate leads and facilitate introductions to potential clients.
  • Balance immediate initiatives with long-term strategic objectives.
  • Partner with the sales team on tactical pricing strategies and leverage additional investment for enablement.
  • Success in this role will be measured by the creation of comprehensive GTM partner plans, successful onboarding of new partners, execution of demand generation activities, and achievement of pipeline and booking targets.

Qualifications

  • Degree in business or a related field, or equivalent military experience.
  • At least 5 years of sales experience in a technology-driven environment, with a preference for cybersecurity experience.
  • A minimum of 3 years of experience working with Public Sector or SLED entities, with a solid understanding of federal and state contracts and compliance requirements.
  • At least 3 years of experience in indirect sales, demonstrating a successful track record in partner management with service providers or tier-one value-added partners.
  • Proven ability to manage sales campaigns across multiple routes to market.
  • Experience implementing structured sales techniques throughout the sales cycle.
  • Strong grasp of service provider GTM business plan development and execution.
  • Understanding of gross margin and margin blend, capable of engaging in executive-level discussions.
  • Demonstrated ability to deliver successful campaigns using a diverse skill set.
  • Results-driven with a history of meeting or exceeding targets.
  • Exhibit natural leadership qualities while being a collaborative team player.
  • Excellent verbal and written communication skills.
  • Strong presentation skills with the ability to influence senior stakeholders.
  • Commercially savvy, able to effectively promote and sell the company's offerings by highlighting business benefits.

Team Overview

Our Service Provider GTM team is collaborative, dynamic, and focused on building a robust SP GTM organization. We operate as one cohesive unit, united in our goal to foster successful partnerships and drive mutual client success.

Commitment to Diversity

We are innovators who think big, take risks, and challenge the status quo in cybersecurity. Our mission cannot be achieved without diverse teams working together.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace and welcome applications from all qualified individuals without regard to any legally protected characteristics.

All information will be kept confidential in accordance with EEO guidelines.

The compensation for this position will be determined based on qualifications, experience, and location. The starting base salary for non-sales roles or base salary plus commission for sales roles is expected to be competitive. Additional compensation may include stock options and bonuses.

Immigration Sponsorship

This role is not eligible for immigration sponsorship.