Palo Alto Alliance Business Manager - Managed Security Service Providers JAPAC 

Singapore, Singapore 

890316291

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

Your Career

This Strategic Alliances role will develop the full 360 degree Managed Security Service Provider (SP) partner led growth from leveraging partner teams and reach, especially for Managed Services. Reporting to the JAPAC Strategic Alliances Director, you will center your role on developing and growing partner led opportunities with MSSP partners who actively drive revenue for their business in Managed Security Services.

You will build the Go-to-Market (GTM) Plan for MSSP across the JAPAC Theatre as follows:

* Focus Regional Managed Security Service Providers (among the 6 geographic Areas of JAPAC Theatre)

• Executive & Business Unit Structures
• Unique Differentiator/s for each MSSP
• Service Offerings that Embed PANW Platforms

* Execute & Enhance the GTM Plan

• Execute Joint Planning with Focus Partners with Executive Support
• Oversee Joint Service Offering Development
• Clarify or Develop Unique Market Messaging & Positioning
• Encourage Joint Sales, Presales, Channel Teams and Delivery Enablement
• Collaborate with Marketing for Demand Generation Campaigns

Your Impact

• Grow MSSP partner-led transactions - New Customer Acquisitions
• Embed PANW solutions into MSSP partners service offerings
• Business development with partners involvement to help activate them on PANW offerings
• Build a strong business network within the JAPAC and Areas’ 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 MSSP channel plan
• As part of the overall JAPAC theater plan, activate Focus Regional MSSP partners who prioritise Cybersecurity in their Managed AI, Network, Cloud 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 propositions that inspire MSSP to promote our solutions
• Work with select partners and help them build a services catalog around our Platform 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

• 15+ years of relevant experience in partner sales, account management, or business development
• Experience working with Regional MSSPs, Systems Integrators, or emerging SP partners
• Business relationships with Managed Security Service Providers across JAPAC would be an advantage
• Understanding of Alliances channel operating models
• Experience in cybersecurity would be an advantage
• Knowledge of sales, marketing, and solution development
• Experience in an overlay or solutions 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.