Our MissionAt Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.
Who We AreIn order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.
Job SummaryThis Alliance Business Manager role will develop the full 360 degree Service Provider and MSSP partner led growth from leveraging partner teams and reach, especially for Managed Services. Reporting to the JAPAC Strategic Alliances Director, this role centers on developing and growing partner led opportunities with regional, mostly new-to-PANW MSSP partners who are keen to drive revenue for their business in Managed Security Services.
This Alliance Business Manager will build the Go-to-Market (GTM) Plan for New Regional SP/MSSP across JAPAC segment 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
This role will be responsible for educating and engaging the sales account teams within partners and at PANW on the benefits of tri-party collaboration. We win by leading and intentional joint account engagement to solve our joint customers biggest challenges of securing their digital way of life. Success in the role will also require developing a strong internal network across PANW teams, including Sales, Marketing, Area Channel Business Managers, Sales Engineers and most importantly our Next Generation Security solutions specialists.
Key Responsibilities include:
- 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 newer 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 dashboard
Qualifications- 8+ 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
Our Commitment We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
