Palo Alto Networks
North America Strategic Alliance Sales Manager GSI Partnerships
Palo Alto Networks, Santa Clara, California, us, 95053
Job Description
Your Career
The GSI sales team is responsible for driving growth through a strategic set of consulting partners such as: Deloitte, NTT, PwC and IBM to name just a few. As a North America Strategic Alliance Sales Alliance Manager, you will drive net new pipeline & revenue growth with these strategic systems integrators and ultimately take the business to the next level. Working in close collaboration with other team members, you will develop the strategy and drive work streams for business development, marketing, account collaborations, joint pursuit plans and targeted partner enablement in order to build demand and pipeline that will lead to incremental bookings and transformational outcomes for customers.
Your Impact
Develop and update the GSI strategy & partner business plan for North America to ensure the partnership is on track to hit goals for pipeline and bookings targets
Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner
Build & strengthen relationships with key stakeholders at all levels in the partner organization
Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers
Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings
Understands routes to market with partners (MSSP, Resell & Influence)
Leverage a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
Drive field & partner interlock and engage sales leadership effectively
Document partner activities in joint pursuits and accurately communicate outcomes and next steps
Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
Experience in sales cycle progression and procurement processes in partner-led deals in order to ensure timely closure of deals against critical quarterly targets
Provide weekly forecast updates toward quarterly and annual revenue targets
Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity
Collaborate and shares best practices cross-functionally and with partners effectively
Drive partners to go big with Palo Alto Networks
Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment
Mission driven, curious, adaptable, self-starter with a growth mindset
Qualifications:Qualifications
Your Experience
Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes and best practices
Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment
Proven experience influencing senior level partner executives and/or partner principles
Strong and effective communication – written, oral, and public presentation
Ability to work, collaborate and drive outcomes individually
Experience in working in cross–functional environment and driving joint strategy
Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
Data-driven and fluent in Salesforce and Tableau
Minimum 5+ years of sales experience in a hi-tech environment - Minimum 3+ years in indirect sales with proven experience in partner management with system integrators
Excellent presentation skills with the ability to influence at senior levels within a partner organization
BS or MS degree or equivalent military experience required
Additional Information
The Team
The GSI Partnerships team is a select group of individuals driving growth with our most strategic partners across North America. This focused and experienced team works directly with our partners to drive solutions, improved security outcomes and innovation for Palo Alto Networks customers.
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $225000 - $309000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
Our Commitment
We’re problem solvers that 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.
All your information will be kept confidential according to EEO guidelines.
Is role eligible for Immigration Sponsorship? No.
Please note that we will not sponsor applicants for work visas for this position.
Your Career
The GSI sales team is responsible for driving growth through a strategic set of consulting partners such as: Deloitte, NTT, PwC and IBM to name just a few. As a North America Strategic Alliance Sales Alliance Manager, you will drive net new pipeline & revenue growth with these strategic systems integrators and ultimately take the business to the next level. Working in close collaboration with other team members, you will develop the strategy and drive work streams for business development, marketing, account collaborations, joint pursuit plans and targeted partner enablement in order to build demand and pipeline that will lead to incremental bookings and transformational outcomes for customers.
Your Impact
Develop and update the GSI strategy & partner business plan for North America to ensure the partnership is on track to hit goals for pipeline and bookings targets
Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner
Build & strengthen relationships with key stakeholders at all levels in the partner organization
Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers
Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings
Understands routes to market with partners (MSSP, Resell & Influence)
Leverage a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
Drive field & partner interlock and engage sales leadership effectively
Document partner activities in joint pursuits and accurately communicate outcomes and next steps
Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
Experience in sales cycle progression and procurement processes in partner-led deals in order to ensure timely closure of deals against critical quarterly targets
Provide weekly forecast updates toward quarterly and annual revenue targets
Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity
Collaborate and shares best practices cross-functionally and with partners effectively
Drive partners to go big with Palo Alto Networks
Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment
Mission driven, curious, adaptable, self-starter with a growth mindset
Qualifications:Qualifications
Your Experience
Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes and best practices
Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment
Proven experience influencing senior level partner executives and/or partner principles
Strong and effective communication – written, oral, and public presentation
Ability to work, collaborate and drive outcomes individually
Experience in working in cross–functional environment and driving joint strategy
Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
Data-driven and fluent in Salesforce and Tableau
Minimum 5+ years of sales experience in a hi-tech environment - Minimum 3+ years in indirect sales with proven experience in partner management with system integrators
Excellent presentation skills with the ability to influence at senior levels within a partner organization
BS or MS degree or equivalent military experience required
Additional Information
The Team
The GSI Partnerships team is a select group of individuals driving growth with our most strategic partners across North America. This focused and experienced team works directly with our partners to drive solutions, improved security outcomes and innovation for Palo Alto Networks customers.
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $225000 - $309000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
Our Commitment
We’re problem solvers that 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.
All your information will be kept confidential according to EEO guidelines.
Is role eligible for Immigration Sponsorship? No.
Please note that we will not sponsor applicants for work visas for this position.