Being the cybersecurity partner of choice, protecting our digital way of life.
Your Impact
- Strategy and Performance Ownership on SASE
- Strategy Development - Collaborate with EMEAL & Regional Channel teams to define SASE sales acceleration goals and objectives by Partner and other high level metrics such as Joint offering, GTM, Capacity and Capability by region
- Performance Management - Establishing and tracking against key performance indicators (KPIs) and sales metrics, analyzing data to identify trends, opportunities, and areas of improvement
- Pipeline Management - Working closely with Alliance Directors and Region CBMs to propose pipeline generation frameworks and activities to manage and increase the sales pipeline, and lead generation activities
- Partner Process and Program Management on SASE
- Partner SASE engagement Process Optimisation - Evaluating and enhancing the partner process to identify areas for improvement, streamline workflows, and increase efficiency
- Partner SASE Selling Industrialisation - Developing SASE campaigns and selling initiatives to meet the adoption and growth goals of SASE, and supporting their execution
- Partner Execution Improvement - Identifying internal bottlenecks and streamlining processes with Mktg, Sales Ops, Business units and IT support
- Ecosystems Community Engagement and Enablement on SASE
- Ecosystem team Coaching and Mentoring on developing SASE motion within their partners - Providing guidance, coaching, and support to the partner team, fostering a culture of continuous learning and development
- Sales Pitch Enablement Support - Supporting the training programs in conjunction with Sales Enablement Team & GTM, tools, and resources to equip the Ecosystems Community with the necessary skills and knowledge to achieve sales targets
- Partner Team Performance Analysis - Conducting regular assessments of the territory PartnerTeams to identify team strengths, weaknesses, and areas for improvement on SASE engagement
- Partner Facing Activities and External Exposure
- External Event Participation - Participating in Exec partner SASE Pitches, Partner Roadshows, and other external events, representing Palo Alto Networks’ strategy in access security transformation and implementing Zero Trust strategy
- Market and Competitive Insights
- Market Analysis and Competitive Intelligence - Staying updated on market trends, competitor activities, partner offerings and customer needs to feedback/influence GTM with our GSI partners
Your Experience
- Strong experience in SASE sales - direct or through partners
- A hunter mentality, ideally with a combination of channel and end user sales experience
- Prior experience building relationships with MSSP's, SI/GSI or Service Providers with proven ability to work with key executives
- Fluent English and German language skills
- 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 Additional Information
- Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
- Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
- Strong business acumen and negotiation abilities
- Great team player with strong drive - Willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
- Regular travel will be required
All your information will be kept confidential according to EEO guidelines.
