Being the cybersecurity partner of choice, protecting our digital way of life.
Your Impact
- Technology Partnership Planning
- Create and drive strategic technology partnerships in alignment with product strategy and plans from RTMs, speedboats, and product teams with clear pathways to pipeline and revenue targets
- Craft co-sell agreements and joint GTM motions with critical SaaS, generative AI and identity partners that will drive revenue growth while increasing the wallet share for the Palo Alto networks SASE/AI Access portfolio
- Build use cases and joint value propositions and activate routes to market
- Work with large GSI, CSP partners leveraging technology integration, OEM agreements, co-sell agreements in creating value propositions that deliver customer and partner value
- Showcase thought leadership by identifying and parsing industry trends and customer feedback to recommend, plan for, and address core market opportunities with new technology partnerships
- Drive the definition, business development, asset creation, enablement, and contracts of technology partnerships
- Provide management insights and understanding on the various new partnerships opportunities and ideal target segments
- Technology Partnerships Development
- Define repeatable solutions & use cases, understand technology ecosystem, craft compelling positioning and articulate “better together” with technology partners
- Create Co sell , OEM motions with technology partners that align with their and Palo Alto RTM motions
- Technology Partnerships Go To Market and Sales Success
- Collaborate with RTMs to seed and develop strategic opportunities based on technology partnerships
- Enable sales/partners on the solutions messaging, content and other resources (lab/demos/POCs )
- Extended solutions support for high-touch/at-scale sales programs partnering with RTMs to advance key strategic solution-based opportunities
- Drive thought leadership by engaging partners
- Influence market adoption of joint solutions with technology partners
- Solution Content Development/Dissemination
- Develop solution level sales playbooks in collaboration with solution architects
- Identify, plan and develop solution level training for partners
- Work with marketing to formalize/size the content for internal and external consumption
- Work with marketing to distribute the content and engage partners on an ongoing basis
- Enable sales/partners working with marketing and enablement resources
Your Experience
- Drive to design something new, innovative, and disruptive
- Strong background with a large SaaS player building security partnerships, or with a GSI working on enterprise architectures and value propositions with critical SaaS applications and security partners
- Experience in building partnerships with companies like ServiceNow, SAP,Workday, Salesforce, OpenAI with the ability to create joint value propositions and drive GTM
- Required knowledge of SASE technology/products and industry trends
- Deep technical and business competence to provide oversight for solution offering
- Anticipates future needs and proactively works to get ahead of potential issues
- Experience in Strategic partnerships/Corporate Development/Venture capital/technology alliances/SaaS applications or equivalent with a technical and business education
- Significant experience building and launching new partnerships joint GTM and co sell motions
- Excellent written and verbal communication skills
- Demonstrable track record of success
- Willingness to travel to meet with customers to gather insight as well as provide recommendations to make the products successful globally
- Experience collaborating with cross functional teams
- Ability to identify portfolio gaps and key growth areas for Palo Alto Networks
- Independently navigate the competitor landscape and create a build, buy, or partner strategy
- Demonstrated knowledge in Information Communication Technology (ICT) spanning across Product Development, Business Development, Sales, Delivery, and Support
- Understand the technology roadmaps from an ICT industry wide perspective
- Bring basic portfolio knowledge and technology experience in areas like Cybersecurity, Cloud and Networking Technologies
- Depth experience developing strategic partnerships; including finding companies privately held or publicly traded and prioritizing them based on market need and potential value to Palo Alto Networks
- Have in depth experience operationalizing a new product or service
- Understand NDA’s and different contractual instruments and terms
- Understand on a basic level, drafting business cases, detailing risks and mitigation strategies, calculating payback periods, NPV, and IRR analysis
- Drive work streams or help structure and frame problem statements with help from the strategy team and market intelligence and providing guidance and insights on partnerships/industry insights
- Be able to maintain and build relationships with large partners/suppliers while identifying potential joint solution areas and ensure that Palo Alto networks maintains a good dialog even in cases where no immediate alliances exist
- Support dispute resolutions by working with senior partners
To be successful in the role you must have
- Computer Science, Engineering or Business undergraduate degree preferred (or equivalent work experience or military experience required)
- A technical and analytical mindset and be detail oriented
- The ability to learn new technologies and craft business value propositions based on technology value propositions
- MBA or Master's is a plus
- 8+ years of total work experience
- Be hands-on and willing to put pen to paper
- Applied understanding of cybersecurity and high tech industry
- Previous involvement with CSP, Startup(s) and Corporate Ventures is valued
- Experience defining New Business Models
- Owner-Mindset and out-of-the-box problem solver skills
- Excellent presentation, public speaking, and communication skills
- Ability to enable remote teamwork and collaboration
- Ability to travel
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 $167,500/yr to $270,400. 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.
