Being the cybersecurity partner of choice, protecting our digital way of life.
Your Career
You will build the Go-to-Market (GTM) Plan for SP across the JAPAC Theatre as follows:
- Identify Focus Area Telco Service Providers (among the 6 geographic Areas of JAPAC Theatre)
- Executive & Business Unit Structures
- Unique Differentiator/s for each SP
- Solution Offerings to Embed PANW
- Execute & Enhance the GTM Plan
- Execute Joint Planning with Focus Partners
- Oversee Joint Solution Development
- Clarify or Develop the Market Messaging & Positioning
- Encourage Joint Sales, Presales, Channel Teams and Delivery Enablement
- Collaborate with Marketing for Demand Generation Campaigns
Your Impact
- Grow SP partner-led transactions - New Customer Acquisitions
- Embed PANW solutions into SP partners service offerings
- Business development with partners involvement to help activate them on PANW offerings
- Build a strong business network within the Area channels organizations - It is your responsibility to continue to nurture and grow your network
- Engaging with key stakeholders (PANW Area and Channel leadership, Channel Business Managers, Distributor Business Managers) to build and execute on a your SP channel plan
- As part of the overall JAPAC theater plan, activate Focus SP partners, then identify and recruit emerging SP partners who prioritise Cybersecurity in their Network or SOC go-to-market strategy
- Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring partner is well-positioned to deliver successful customer implementations and recommendations
- Work well in a team environment to ensure partner and customer satisfaction
- Design compelling value proposition that inspire partners to promote our solutions
- Work with select partners and help them build a services catalog around our cloud security offerings
- Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
- Lead regular business performance and relationship reviews with senior management and various stakeholders
- Build and maintain activity of performance reports and activity dashboards
Your Experience
- 10+ years of relevant experience in partner sales, account management, or business development
- Experience working with regional SPs, Systems Integrators, or emerging SP partners
- Business relationships with Telco Service Providers across JAPAC would be an advantage
- Understanding of channel operating models
- Experience in cybersecurity
- Knowledge of sales, marketing, and solution development
- Experience in an overlay or product specialist role
- Experience in solution development with cross functional technologies or complimentary vendors
- Experience working with Service Providers and their partner ecosystem
- Understanding of alliance operating models
- Knowledge of sales, marketing, and solution development
- Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
- Consistent track record of leading complex sales situations through negotiation and conflict resolution
All your information will be kept confidential according to EEO guidelines.
