SASE Partner Development Manager, India & SAARC

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!

Job Description

Your Career

The Palo Alto Networks Ecosystem team is a strategic pillar for the organisation's continued growth and we are looking for a Partner Development Strategic Partner impact player that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks growth in a rapidly expanding SASE market space.

Your role will involve creating, implementing, and executing ideation and acceleration programs to drive the adoption and growth of SASE solutions within a select group of strategic partners. You will collaborate closely with the Channel Business Manager to develop a comprehensive SASE strategic partner plan, which will be integrated into the broader partner business plan. This includes designing programs, crafting partner sales plays, and developing tools that enhance alignment, enablement, and demand generation efforts, all of which will be leveraged by Channel Business Managers across the ecosystem.

Your Impact

Develop and execute enablement and sales plays which drive 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 & partner organisations

Evangelise the joint value proposition and service offerings with partners, leading the charge on account targeting and orchestrate meetings to create new joint pipeline and drive business to close

Develop and complete capacity plans to assure the partner is well positioned to deliver successful customer outcomes

Build consistency of partner engagement with Palo Alto Networks sales and engineering leadership

Lead regular business performance / relationship reviews with senior management

Build and maintain activity and performance reports and dashboards to measure the business performance

Qualifications

Your Experience

10+ years in sales management, channel management or business development role within the enterprise software ecosystem (cybersecurity preferred)

Previous experience working with partners in SASE / CASB capacity is an advantage

Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease

Adept at moving quickly between low-level execution and high-level critical thinking and organisation

Outstanding relationship building skills across internal and partner shareholders

Successful track record of exceeding performance objectives

Experience and success operating within the enterprise / major accounts / global market

High discernment with sales, marketing and solution development mindset

Capable of performing in a fast paced, virtual team environment

A technical background or foundation is an advantage

Additional Information

The Team

Our India & SAARC Ecosystem team is a talented group of hand-selected individuals driving our relationship with GTM partners. This focused and experienced team works directly with our strategic partners, as well as internally and externally to run our joint business plan. This role will be critical to ensuring we execute on time and on plan.

This person also works very closely with a variety of routes to market, Solution Provider, GSI, CSP organisation at Palo Alto Networks which is a critical component to accomplishing our mission.

Our Commitment

We’re problem solvers that 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.

Covid-19 Vaccination Information for Palo Alto Networks Jobs

Vaccine requirements and disclosure obligations vary by country.

Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if :

The job requires accessing a company worksite

The job requires in-person customer contact and the customer has implemented such requirements

You choose to access a Palo Alto Networks worksite

If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.