Regional Sales Manager jobs at Palo Alto in United Arab Emirates, Dubai

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As a Distribution Business Manager (DBM) at Palo Alto Networks, you will drive our entire Sales & Channel engagement with distributors across the NextWave partner ecosystem across the Middle East region. You will own the overall GTM relationship, defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies each year based on regional priorities. Your role includes overall business execution and performance management with the distributor, augmenting the Enterprise & Commercial Segment needs with your DBM peers and associated sales segment leads.

Your Impact

• Provide necessary data and reports to distributors to set plan targets and KPIs
• Schedule, prepare, and lead recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience
• Meet with Distributors to update the annual business plan with previous quarter’s results and set targets for the new quarter
• Establish senior executive relationships and leverage rapport with distributors’ executives to influence investments
• Lead monthly updates with the distributor(s) to cover relevant new company information
• Increase the distributor’s quoting utilization and provide adequate training
• Manage semi-annual NextWave Program Compliance efforts for Distribution Managed Partners
• Work closely with the Renewals team and distributors to improve renewals process efficiency
• Build and monitor plans with distributors to drive attendance to important events
• Give face-to-face presentations to distributors at the start of each quarter
• Facilitate cadence of 'Peering' between local management teams
• Handle escalations related to day-to-day order processing and Distributor Credit situations
• Be onsite at a local distributor at each end of month / EOQ
• Manage the Distribution Rebates by setting targets and defining MBOs
• Manage all processes and documentation related to Distribution Development Funds (DDF)
• Lead weekly forecast call with each local distributor

Your Experience

• 5 – 7 years of distribution or channel management experience
• 2 – 3 years of channel sales management experience in vendor environments
• Fluent Arabic and English are considered must-have
• Working knowledge and experience selling technology solutions
• Proven experience influencing senior-level partner executives
• Ability to develop complex partner and territory plans and strategies
• Strong presentation skills and the ability to describe market transitions
• Proven ability to communicate effectively and professionally
• Strong leadership skills with the ability to develop and manage virtual sales teams
• Strong time management, organizational, and negotiation skills
• Professional IT Sales and business development experience
• Strong public speaking skills

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Recruit and hire new Solutions Consultants into the territory, hiring the best talent in the industry
• Responsible for training, mentoring, and reviewing employees on your team, keeping them engaged and successful in their careers
• Support field Solutions Consultant team in complex evaluations, problem-solving and challenging customer environments
• Leads and coaches team on successful technical validation efforts based on best practices to ensure technical win in assigned opportunities
• Define, create and monitor individual development plans for your team
• Works closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions
• Provide effective technical leadership in customer interactions to include sharing security trends and standard methodologies employed by other customers to actively be part of the selling process
• Drive Palo Alto Networks Platformization efforts within your accounts
• Work closely with the Domain Specialist Manager to ensure optimal use of resources and align the required resources to the projects you are handling
• Act as an escalation point to collaborate with pre-sales and post-sales teams for any issues that arise
• Build and maintain relationships with key customers to solidify reference accounts and to assist the account teams with defining plans to drive more business
• Present to customers as our expert in your area at all levels in the customer hierarchy from technician to CIO
• Discuss competitor products in the marketplace and positions ours as the best alternative
• Working with Product Management, Technical Marketing, and R&D to build requirements and product features for our large customers and provide feedback from customers
• 50-75% travel within the region
• Work with your sales counterpart (DSM) to develop a technical strategy that accelerates growth. Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive strategy and engagement model tailored to your region or district

Your Experience

• Experience as a pre-sales System Engineer Manager
• Experience as a Senior System Engineer/Specialist
• Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products
• Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base
• Experience in selling, designing, implementing or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions
• Strong communication (written and verbal) and presentation skills
• Quota driven attitude focused on client's best solution by being a trusted advisor
• Proficient in English and Arabic

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As a member of the Middle East & Africa leadership team, you will build and drive the Ecosystems team to exceed company objectives. You’ll be responsible for building a results-driven sales culture that delivers in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals. It will be required that you track sales activity, provide sales development projects, and create and analyze metrics.

The Sr. Director, Ecosystems Middle East & Africa reports to the VP, EMEA Ecosystems and dotted line into the VP, Sales - SEUR & MEA. They will carry the complete sales quota for the region and therefore have a shared responsibility for accurate and timely forecasting in SFDC and will work closely with the Sales RVP and SE Director accordingly.

Your Impact

• Development and delivery of an Ecosystem strategy across multiple internal and external stakeholders for Incremental business through Ecosystem partners to drive exponential growth across Middle East & Africa

• Development of a Regional strategy for Ecosystems aligned to overall MENEA area, built through detailed analysis and executed with attention to detail

• Expansion into new Ecosystem Partners, customers or markets through committed and loyal partnerships

• Ensure a high level of customer satisfaction through highly capable and competent partnerships, specifically at C-Level in the region

• Create options for multiple routes to market for customers, each with a high degree of quality experience for the customer, whatever option is chosen

• Become trusted advisor to internal sales leaders and Ecosystem partner executives alike

• Influence the direction of Ecosystem programs at corporate level to positively impact Ecosystem proactive engagements across Middle East & Africa

• Champion continuous innovation and adaptability while fostering operational excellence and clear processes in daily business operations

• Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability within the channel

• People leadership - our people are at the heart of our success - Develop and deliver a high performing team

• Attract and retain exceptional Ecosystem talent

Your Experience

• Extensive people management experience (typically 10+ years and 2nd line leadership) required

• Extensive demonstrable success (typically 12+ years) through multiple routes to market - GSI, Service Provider, Cloud Provider, Value Added Resellers and/or Distributors required

• Proven track record in building offerings through Systems Integrators, Service Providers and Consultancies

• Understanding of Enterprise sales methodologies and motions, preferably with experience in direct customer sales engagements

• A growth mindset - ability to learn quickly, create new initiatives and execute them effectively

• This individual must be a forward thinker who is extremely focused and capable of creating and implementing an evolving strategy to meet and anticipate both near and long-term development issues

• Bachelor's degree or equivalent military experience required

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• This Engineering Escalation role is positioned to intercept and assist or drive technical escalations that come to the executive level in engineering

• Escalations of this type are extremely critical and are driven by the account teams in the field

• You will speak with executive levels at customers, delivering among other things, discussions about the situation, explaining the root cause or progress toward it, providing status internally, and addressing technical questions during customer interaction.

Your Experience

• BE /B.tech or equivalent technical graduation is mandatory or equivalent military experience required

• Career level experience in support service, technical support or similar troubleshooting related role

• Technical lead in area of expertise related to cyberspace equipment vendor or network security organisation

Required Technical skills -

• Configuring and troubleshooting dynamic routing protocols (BGP and OSPF primarily)

• L1-L3 (ISO model) troubleshooting

• Broad understanding of and ability to analyze and troubleshoot Internet applications and protocols

• Troubleshooting VPNs (IPSec and SSL tunnels)

• Pcap analysis (via Wireshark and other tools)

• Hardware troubleshooting for telecommunications equipment

• C, C++ and python programming languages(Good to have)

Additional information

• Able to explain complex technical issues to non-technical people

• Able to have open discussions on network design, network security and related technical topics

Helpful certifications -

• Advanced certification for network equipment vendors (e.g. JNCIE, JNCP, CCIE, CCNA, CCNP, CCA etc)

• Cloud deployment for AWS, GCP, Azure or KVM based solutions)

We define the industry, instead of waiting for directions. We need individuals who feel comfortable in ambiguity, excited by the prospect of a challenge, and empowered by the unknown risks facing our everyday lives that are only enabled by a secure digital environment

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• As a Regional Sales Manager, you will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
• Bring your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors
• Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments
• Understanding of the strategic competitive landscape and customer needs so you can effectively position Palo Alto Networks
• Engage a programmatic approach to demand to generate, develop, and expand your territory
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account.
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meeting

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context; awareness of SASE technology is preferred
• Experience cultivating mutually beneficial relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
• Deep knowledge of the intelligence community
• Possess a successful track record selling complex-solutions
• Excellent time management skills, and work with high levels of autonomy and self-direction
• Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As a Platinum Support Engineer, you will work firsthand with our valued Platinum customers to address their complex post-sales concerns where analysis of situations or data requires an in-depth evaluation of many factors. You’re a critical thinker in understanding the methods, techniques, and evaluation criteria for obtaining results. You’ll enjoy networking with key contacts outside your own area of expertise, with a strong capability of detailing difficult technical issues to both non-technical and technical professionals.

The type of Customer purchasing our Platinum Service is those who manage critical infrastructures and do require guaranteed response times as well as enhanced services for their mission-critical systems. Platinum is the first step towards offering a truly differentiated level of support starting with our high profile and largest customers.

Your Impact

• Provide post-sales technical support, configurations, troubleshooting, and standard methodologies to customers via phone, e-mail, and web
• Provide technical services around Cloud and Network Security technologies, troubleshooting and best practices observations to customers
• Meet enhanced response SLA’s for customers who purchase our Platinum Support Offering
• Handle support cases to ensure issues are recorded, tracked, resolved, and follow-ups finished in a timely manner
• Use fault isolation and root cause analysis skills to diagnose and tackle complicated technical issues
• Work to reproduce customer issues and qualify critical issues
• Work directly with ETAC and Engineering to get customer issues resolved
• Have a thorough understanding of software release and bug cycles
• Conduct multi-vendor troubleshooting
• Has visibility across the entire organization and Executive Leadership
• Publish Technical Support Bulletins and other user documentation in the Knowledge Base
• Build a positive customer experience by working closely with Development, Sales, Quality Assurance, and Marketing
• Responsible for reviewing user documentation for training materials, technical marketing collateral, manuals, problem-solving guides, etc.
• Provide on-call support 24x7 on an as

Your Experience

• 5+ years related experience
• Required experience with TCP IP
• Ability to independently debug broad, complex, and unparalleled networks with mixed media and protocols required
• In-depth experience in routing and switching (OSPF, BGP, VLAN)
• Experience with security (IPSEC, SSL-VPN, NAT, GRE)
• Prior experience in similar vendor Technical Support Centers
• Experience with Authentication Protocols a plus (LDAP/SAML/Radius / TACACS)
• Excellent written and verbal communication skills
• Knowledge of VM and multi cloud environment is preferred
• Experience with Cisco, Checkpoint, Juniper (NetScreen), Fortinet products, ZScaler a plus
• Advanced certifications such as CCIE/JNCIE/PCNSE - an advantage
• Bachelor's degree or equivalent military experience required

You’ll be involved in implementing new products, transitioning from old products to new, and will fix integrations and critical issues as they are raised – in fact, you’ll seek them out to ensure our clients are safely supported. We fix and identify technical problems, with a pointed focus of providing the best customer support in the industry.

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 $94000 - $152000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.