Director, Strategic Alliances – JAPAC (GSI, CSP and MSSP)

Key Responsibilities

• Develop and execute regional joint business plans which drive all aspects of the partner relationship including sales and pipeline development, executive interlocks, business development, enablement, certification plans, and partner marketing
• Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales organization
• Present and promote Palo Alto Networks value proposition and capabilities, enabling the partner to build a profitable Palo Alto Networks business
• Develop a joint GTM solutions with respective strategic alliances for targeted business segment and verticals
• Develop and complete capacity plans to assure the partner is well positioned to deliver successful customer implementations
• Regular communication across the region, which promotes the success of the partnership
• Lead regular business performance/relationship reviews with senior management
• Build and maintain activity and performance reports and dashboards
• Becoming a trusted advisor to internal sales leaders and Ecosystem partner executives alike
• Defining and managing specific revenue goals with GTM partners working jointly with our Global, Theater teams and route to market teams
• Creating joint GTM plans and joint investment plans with our strategic partners
• Defining and managing to specific product roadmap and integration goals with Tech partners working jointly with our Product and GTM teams
• Ensuring our GTM partners are building the necessary capabilities in demand generation, sales engagement and customer success to deliver to our joint goals
• Enabling these partners with the necessary sales and technical enablement
• Working with Product and Partner Marketing to position and communicate the value of partnerships to both partners and end-customers
• Working with our Global Customer Success teams to ensure our partners can successfully deliver value to customers and have the necessary training and access to tools
• Developing the overall business planning, setting of annual/quarterly goals and consistent measurement across all Partner types

Qualification & Requirements

• 12+ years of experience in leadership roles
• Strong domain expertise with Global Systems Integrators or similar global scale partnerships
• Strong desire to take ownership of the full partner lifecycle
• Experience growing and managing a strong, partnership management team
• Strong go to market and business analysis skills
• Executive presence and ability to interface and negotiate with senior executives
• Previous experience in conceptualizing, planning, and implementing transformational solutions
• Extensive experience selling security products in a Channel Sales environment
• Industry knowledge of security and network product and technology trends
• Knowledge of competitive solutions and technical selling strategies
• Strong business acumen, analytical and problem-solving skills, and ability to structure solutions to complex problems
• Experienced in driving large cross-functional programs/initiatives and change management initiatives
• Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines
• Excellent communication, organisation, influence, writing, and editing skills
• Ability to lead and develop high-performance teams
• Experience in identifying sales enablement issues, building robust recommendations and implementing strategies to optimize multi-channel performance
• Executive-level presence with excellent verbal and written communication skills at all levels in the organisation
• A dynamic speaker with a proven ability to get participants passionate about the topics being presented

Benefits

– 401(k)
Save for your future by setting aside a portion of your salary in a tax-advantaged 401k Plan.

– Mental Wellness
Make your money go further with discounts and special offers from a wide range of vendors.

– Flexible Time Off and Paid Time Off
Flexible Time Off (FTO) and Paid Time Off (PTO) programs for when you need a break, plus 11 paid holidays off each year.

– Caregiving
In-home care (for your child or an aging parent) from experienced and vetted care providers.

– A & CI Insurance
Insure against unexpected expenses due to a serious accident or illness.

– Pet Insurance
Head-to-tail coverage for the furry members of your family!

– Employee Discount Program
Make your money go further with discounts and special offers from a wide range of vendors.

– Travel Assistance
Coverage for when you’re on the move.

– Commuting
An easy way to set aside money for your commuter expenses.