Senior Technology Partnerships Manager, Cortex

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Your Career

In this role, you will define and execute GTM and field enablement programs with Cortex technical partners.

Ensure a high degree of satisfaction and success with partner relationships. Execute GTM tasks include marketing, strategic positioning, pipeline tracking/opportunity development, etc. Collaborate cross functionally with sales, customer success, marketing, legal, product management, etc. to drive development of partner relationships, evangelize integration value messaging, and identify ways to help increase adoption, sales opportunities, and revenue. Identify candidate partners (existing or new) and holistically build GTM plans and execute for success including marketing, positioning, sales enablement, QBRs, opportunity tracking, etc. Launch programs (internal and external) to drive value and measure success.

• Partner Execution
  
  
  • Build packages and plans to encourage partner involvement. Recommend deployment plans, build schedules, etc.
  • Create and execute offerings for lead gen, deal reg, MDF, etc. to improve partner relationships and collect qualified leads
  • Gain internal alignment and permissions to deploy programs
• Sales Alignment
  
  
  • Prepare enablement packages and lead education sessions
  • Drive execution in customer opportunities
  • Diagnose and remove user adoption barriers and partner workflow obstacles (product, partner, pricing, training, etc.) - learn, report, and propose plans to fix issues
  • Convey the value of the Marketplace and build pipeline of partners to contribute
• Customer-focused
  
  
  • Drive integration adoption and build program plans and strategies
  • Interface with customers - conduct product interviews, etc.
  • Align with Product Management and Customer Success teams
• Go-to-Market
  
  
  • Create blogs, joint press releases, solution briefs, slide decks, case studies, etc.
  • Deliver presentations to users and partners during live, recorded, and virtual events, including: webinars, meetings, videos, and industry conferences
  • Plan and execute events, drive partner sponsorships, and general attendance
  • Partner closely with Product Marketing and Field Marketing

• Demonstrable prior experience driving successful value-add programs for partner success
• Experience in a Business Development, Reseller/Channel Account Manager or Marketing role
• Experience with Sales or Sales Engineering and sales methodologies - Understanding of commissions, quota, margins, etc.
• Cybersecurity and/or Cloud background and knowledge of companies and industry space
• Excellent written and verbal communication skills
• Organized with project management skills to help prioritize and balance engaged partners, active workflows, numerous projects, and many tasks simultaneously
• Personable and enjoys working with people and frequently presenting to an audience
• Creative thinker that can define new processes from scratch and contribute productive ideas to make partner experience better