Strategic Resellers Program Director

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish - but we’re not here for easy. We’re here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

The Director, JAPAC Strategic Resellers Program, will pursue non-linear growth for Palo Alto Networks in the Japan and Asia Pacific theatre (JAPAC) by supporting and accelerating the growth of our business with a set of existing Strategic Reseller Partners across the theatre.

Your role will be to leverage global PANW programs and to develop JAPAC programs to help accelerate the growth of these partnerships, including:

- Co-investment with the Strategic Partners, including targeted rebate programs
- Defining clear, agreed, ambitious growth targets with the partners
- Working with our Speedboat teams to enable the Strategic Partners to expand their businesses across the PANW portfolio
- Developing a JAPAC Partner Management Framework that will benefit strategic partners through: access to sales leaders; marketing support; lead sharing; executive sponsorship; and other measures.
- Driving the JAPAC Strategic Reseller Program with local GTM leaders, demonstrating operational excellence.

**Your Impact**

You will lead and own the JAPAC Strategic Partner Acceleration Program, and orchestrate a cross-disciplinary team to help grow the PANW business of select Strategic Partners. In particular, you will:

- Work with regional channel leaders to agree ambitious growth targets with Strategic Partners, supported by appropriate co-investment and theatre and global programs
- Leverage PANW global programs to support Strategic Partner Growth, including targeted rebates and other co-investment initiatives
- Develop a JAPAC Partner Management Framework to support Strategic Partner growth through financial and other initiatives, including access to regional sales leaders, lead sharing, executive and CISO sponsorship, etc.
- Work with global, theatre and local speedboat teams to enable the Strategic Partners to develop their business across the full breadth of the PANW portfolio
- Report to theatre leaders and stakeholders on partner performance against their defined targets
- Share and export best practice between the Strategic Partners across the theatre.

Qualifications
**Your Experience**
- 10+ years in sales leadership, channel management or business development role within the enterprise software ecosystem (cybersecurity preferred)
- Demonstrated ability to influence senior stakeholders, both internally and in partner organisations
- Experience of working in a highly matrixed organisation
- An ability to form and coordinate a diverse ‘virtual team’ and lead by influence
- Strong sense of ownership and accountability
- Ability to develop and clearly articulate vision and strategy to internal and partner stakeholders with a view to securing agreement and commitment of resources
- Successful track record of exceeding performance objectives
- Experience in developing and executing sales acceleration programs
- Developed negotiation and conflict resolution skills

Additional Information
**Our Commitment**

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

**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 req