Director, Strategic Alliances

2 weeks ago

Singapore Palo Alto Networks Full time

Company Description 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.


Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond

Job Description Your Career**Palo Alto Networks is scaling its world-class business organization and looking for its next senior leader. Our security services are successful both in the market as well as at preventing attackers, the landscape is continually changing and in need of innovative leadership. Helping our customers realize the benefits of our products and services requires partnerships across our partner ecosystem.


As the Ecosystems Strategic Alliance Leader for JAPAC, you will be responsible for developing the overall Ecosystems strategy and plan for our GSI, CSP and MSSP partners.

You will build and drive the Ecosystems team to exceed company objectives and contribute to a culture that is focused on delivering results in bookings and growing top-line revenue through the generation of scalable, repeatable, structured partner relationships and programs.

You will also lead a team of individual contributors focused on building partner relationships, program management and enablement.

Your Impact

  • 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 endcustomers
  • 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

Qualifications Your Experience**- 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 problemsolving skills, and ability to structure solutions to complex problems
  • Experienced in driving large crossfunctional programs/initiatives and chan

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