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VP, Prisma Cloud Ecosystems

Company: Palo Alto Networks, Inc.
Location: Santa Clara
Posted on: February 17, 2021

Job Description:

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. Palo Alto Networks is scaling its world-class business organization and looking for its next senior leader. Our security services are successful both in the market as well as at preventing attackers, the landscape is continually changing and in need of innovative leadership. Helping our customers realize the benefits of our products and services requires partnership across our global partner ecosystem.-- As the Channel leader for the Prisma Cloud Business Unit, you will be responsible for developing the overall Channel strategy, plan and targets. You'll be responsible for evolving our strategy for partner engagement and its implementation and leading a global team responsible for the execution. The ultimate goal is to train and enable our channel partners to become more self-sufficient and gain leverage for the Palo Alto Networks brand. In this role, you will be responsible for building and driving the Channel Business Managers to exceed company objectives and grow each partner according to plan. You will manage the CBMs on a day to day basis including- capacity planning, program compliance and integrity, formal business planning, weekly channel metrics reporting, management of channel conflict, alignment with key partner executives, pipeline creation and demand generation management. Every partner is expected to support our evaluation-led selling process with a deep technical bench for both pre-and-post sales resources. On a quarterly basis the VP will be expected to execute QBRs with the all partners and to ensure that the CBMs complete monthly health checks. Weekly, the VP will be expected to roll up metrics by partner and by district including: bookings, 30/60/90-day pipeline creation, PIDs, and marketing ROI. Finally, the VP will be responsible for building strong relationships with all internal stakeholder groups within Palo Alto Networks including direct sales, finance, sales operations, product and marketing. Perhaps the most critical requirement will be the VP's ability to align with all Sales VP's and DSM's to ensure a motivated channel that will exceed goals on a quarterly basis. Your Impact--

  • Defining the channel strategy through to execution for the Prisma Cloud family of products (including VM Series firewall used in Public Cloud)--
  • Identifying, enabling and supporting defined channel partners to ensure customer success
  • Defining and managing a comprehensive partner program for the Prisma Cloud business unit (working with the central programs team)--
  • Defining and managing to specific revenue goals with GTM partners working jointly with our Theater teams and route to market teams.
  • Creating and managing specific offerings and solutions to take to market through our GTM partners, working together with our Product and GTM teams--
  • Creating joint GTM plans and joint investment plans with our strategic partners--
  • Ensuring our GTM partners are building the necessary capabilities in demand generation, sales engagement and customer success to deliver to our joint goals
  • Enabling these partners with the necessary sales and technical enablement--
  • Working with Product and Partner Marketing to position and communicate the value of partnerships to both partners and end-customers--
  • Working with our Global Customer Success teams to ensure our partners can successfully deliver value to customers and have the necessary training and access to tools-- Your Experience--
    • Experience in global leadership roles focused on partnerships - defining offerings, capacity, GTM and solutions--
    • Experience in one or more of the following: Consulting Services, Business Process Outsourcing or Information Technology solutions, services, and markets including knowledge of competitive offerings--
    • Experience in consulting, cloud, Internet and/or early stage companies
    • Drive to grow existing business and also develop new, innovative, and disruptive partnerships--
    • Strong domain expertise with Channel strategy through to execution for similar global scale partnerships--
    • Significant experience building and launching enterprise class cloud-based products and services. Strong desire to take ownership of the full partner lifecycle--
    • Experience growing and managing a strong, partnership management team--
    • Strong go to market and business analysis skills--
    • Executive presence and ability to interface and negotiate with senior executives--
    • Strong leadership, problem solving, and decision-making abilities--
    • Previous experience in conceptualizing, planning, and implementing transformational solutions-- The Team-- Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.-- As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won't find someone at Palo Alto Networks that isn't committed to your success - with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.-- 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.-- 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 accommodations@paloaltonetworks.com. 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. Black History Month is a time to reflect back on what Black people endured in the past to get this far. Zeo believes it's the responsibility of his generation to pay it forward and that networks like Ujima play a critical role in this effort, through various forms of mentorship, community service, and more. With his MBA in entrepreneurship, Laramie came to Palo Alto Networks in 2016, fresh off a stint with a startup and with an entrepreneurial desire to move up and often. He stumbled into tech sales after coming out of the Navy, but he soon found he had an appetite for it. His time in the military had taught him the value of networking, and it was his connection with a West Point grad, a Palo Alto Networks employee, who forwarded Laramie's resume to the recruiting team, and the rest is history. Yvonne has contributed greatly to our community in the education sector, from years of mentoring youth in the area of workforce readiness to serving on a California state education task force. The task force contributed to the implementation of teaching methods known as service learning for community service credits at the high school level. 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 accommodations@paloaltonetworks.com . 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.

Keywords: Palo Alto Networks, Inc., Santa Clara , VP, Prisma Cloud Ecosystems, Executive , Santa Clara, California

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