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Director, Enterprise Channel Partner Development

Company: Palo Alto Networks
Location: Santa Clara
Posted on: February 15, 2021

Job Description:

Company DescriptionOur Mission Palo Alto Networks-- is the next-generation security company, leading a new era in cybersecurity by safely enabling applications and preventing cyber breaches for tens of thousands of organizations worldwide. Named best place to work by the Silicon Valley Business Journal, we're the fastest-growing security company in history.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.Job DescriptionYour CareerPalo Alto Networks is looking to launch a new and innovative security solution that will meet the changing needs of our Enterprise and SMB customers. 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. As the Enterprise Channel partner leader, you will be responsible for overseeing and managing our channel partner relationships for this new product. You will collaborate closely with the central Palo Alto Network Channel team to integrate the new product into existing partner programs and agreements. You will work together to modify existing agreements and create new ones where needed.Your Responsibilities Include* Identify and recruit meaningful high growth relationships with our key partners at every level* Create incremental revenue opportunities through existing and new partnerships* Accelerate revenue by driving GTM strategy, sales alignment, route to market approach, and go-to-market motion with the partner* Evaluate and prioritize partnership opportunities, establishing key performance indicators that will determine the ultimate success of the partnerships* Work with the central PANW channel team to develop the overall Enterprise channel partnership strategy including partner program design and compensation* Assist in the ideation of go to market plans with the Channel partner* Communicate and educate with all levels of partners (from executive to sales rep), building a comprehensive, structured program for training and enablement.* Deepen relationships with existing partners by looking at opportunities for joint programs.* Develop joint business plans with partners, plan and forecast growth for key channel and partner accounts.* Drive co-marketing and promotion opportunities that generate new interest in Groove.* Work with internal extended teammates in all aspects of partner managementQualificationsYour Experience* Track record as an innovative thinker and self-driven professional* Strong business development and negotiating skills * Channel experience in High Technology Sales (preferably in cybersecurity)* Understanding of key enterprise market trends related to cloud adoption* Excellent presentation skills, verbal and written communications skills, and interpersonal relationship skills* Sales or business development leadership experience is preferredPreferred Qualifications* 8+ years of experience in alliances / partnerships / business development in the software/technology industry, and proven experience leading a partner GTM strategy.* Strong leadership, intellectual curiosity, analytical, sales and partnering skills with a proven ability to exceed quota and achieve goals with a strong results orientation.* Demonstrated ability to independently and logically frame a problem, provide the analysis required to answer the question, and drive the resolution* Experience and success in negotiating complex deals with customers and partners. You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customer* Proven ability to generate pipeline and revenue leveraging partner relationships* Entrepreneurial, self-starter who can roll up their sleeves or up-level in an executive briefing as needed to generate results.* Experience influencing senior executives* Demonstrated experience working with multiple stakeholders and cross-functional teams including senior executives and familiarity with enterprise decision-making.* Motivated self-starter, proactive and action-oriented* Strategic problem solving and collaboration skills* Strong verbal and written communications skills in English* Proven ability to deliver results in a matrix organization (leveraging multiple functions and teams)Additional InformationOur CommitmentAll your information will be kept confidential according to EEO guidelines.We're trailblazers that dream big, take risks, and challenge the status quo of cybersecurity. We can't accomplish our mission without diverse teams innovating, together. To learn more about our dedication to inclusion and innovation, please visit our Life at Palo Alto Networks page and our diversity website. 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. Additionally, we are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or an accommodation due to a disability or special need, please contact us at [email protected]

Keywords: Palo Alto Networks, Santa Clara , Director, Enterprise Channel Partner Development, Executive , Santa Clara, California

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