Director, Technical Partnerships
Director, Technical Partnerships
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Salary Not Disclosed
1 Vacancy
Job Description
Your Career
We seek a highly motivated leader to join our Technical Partnerships team within the Global Ecosystems organization to drive global sales and business development initiatives for the Dell Technologies partnership. The ideal candidate will have extensive experience in defining and scaling OEM sales processes across sales offering and gotomarket (GTM) teams within Dell. You will have a proven track record in cultivating strategic relationships with Dell sales and executive leaders. Your ability to lead programs across multifunctional teams at both Palo Alto Networks and Dell will enhance collaboration between our joint sales and GTM teams accelerate revenue growth and improve client adoption of our joint solutions. Additionally you will further develop or refine joint solutions and technical integrations alongside product and GTM teams to meet evolving client and market demands. You must also be prepared to scale efforts to support additional partners as required.
Your Impact
- Work crossfunctionally across teams at Palo Alto Networks and at our partners to advance existing and develop new strategies to drive pipeline and accelerate revenue together
- Help define the partnership priorities in working in conjunction with direct manager and Product GTM and geolevel Sales leaders within Palo Alto Networks and our partners
- Help define a global business plan for unique technical integrations and OEM solution offerings with teams in Palo Alto Networks in collaboration with our Partner and potentially other partners in the Ecosystem
- Identify programs to scale and grow pipeline to yield opportunities that will transition to GTM and Account Teams. Be an escalation point for GTM and Account Teams in support of strategic deals
- Advocate for Product and GTM innovations to improve business results for technical integrations and OEM solution offerings with an aim to differentiate over competitive offerings. Identify emerging Product and GTM challenges and contribute to future solution strategies
- Execute joint GTM SellThrough sales initiatives with target partners. Own launch program for all sales motions for technical integrations and solution offerings that encompasses programs for pipeline generation and acceleration systems enablement and internal and partner sales enablement. Manages all global workstreams with crossfunctional teams including to ensure priorities and alignment on global business plan and track execution by owner
- Deliver on the key business metrics defined alongside our Global Ecosystems Product GTM and Sales teams. Report weekly numbers attainment to targets and execution against the business plan with stakeholders. Manage weekly pipeline review and ensure pipeline supports global targets Address gaps through suggested program changes. Support recurring and adhoc reviews on business performance
- Drive definition and evolution of the partner programs needed for our customers and partners to reliably leverage the power of our Ecosystem
- Own contracts globally and track new agreements working closely with Legal teams
Qualifications :
Your Experience
- 10 years of experience working knowledge in a sales business development or offering management capacity
- Deep expertise in Network and Cloud Security solutions
- Proven track record in selling demonstrating and deploying enterprise security solutions across OEM sales motions. Notable experience in scaling OEM sales motions with Dell and other partners
- Strong experience in working with product and strategy teams to develop joint solution offerings
- Deep understanding of enterprise security trends competitive solutions and business drivers
- Experience collaborating with crossfunctional teams including sales product engineering and marketing
- Effective communication skills with the ability to present complex security solutions to buyer and executive personas
- Strong understanding of technical partnerships and GTM strategies
- Program and project management skills and ability to manage people reporting into other organizations to desired outcomes
Additional Information :
Compensation Disclosure
The compensation offered for this position will depend on qualifications experience and work location. For candidates who receive an offer at the posted level the starting base salary (for nonsales roles) or base salary commission target (for sales/commissioned roles) is expected to be between $212000/yr $292000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
Our Commitment
Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant 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 .
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.
Is role eligible for Immigration Sponsorship No. Please note that we will not sponsor applicants for work visas for this position.
Remote Work :
No
Employment Type :
Fulltime
Employment Type
Full-time
