Alliance Business Manager - Managed Security Service Providers, JAPAC
Alliance Business Manager - Managed Security Service Providers, JAPAC
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Job Description
Your Career
This Strategic Alliances role will develop the full 360 degree Managed Security Service Provider (SP) partner led growth from leveraging partner teams and reach especially for Managed Services. Reporting to the JAPAC Strategic Alliances Director you will center your role on developing and growing partner led opportunities with MSSP partners who actively drive revenue for their business in Managed Security Services.
You will build the Go-to-Market (GTM) Plan for MSSP across the JAPAC Theatre 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
You 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.
Your Impact
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 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 dashboards
Qualifications :
Your Experience
15 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
Additional Information :
The Team
The Ecosystems organization at PANW is a strategic pillar for our continued growth within cybersecurity and a critical component to accomplishing our mission. Ecosystems development is an extension of the territory sales team with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.
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.
Remote Work :
No
Employment Type :
Full-time
Employment Type
Full-time
