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Director, Ecosystems Japac

3 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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback - it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

**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 leader for JAPAC, you will be responsible for developing the overall Ecosystems strategy and plan for our partner community. 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.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change. but in general if a role is deemed office-based we want our teams to be together four days per week.

**Your Impact**
- Defining the strategy across all types of partners
- Defining and managing a comprehensive partner program for JAPAC across all partner types
- 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 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 end-customers
- 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 focused on partnerships - defining offerings, capacity, GTM and solutions
- 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 problem-solving skills, and ability to structure solutions to complex problems
- Experienced in driving large cross-functional programs/initiatives and change management initiatives
- Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines
- Excellent communication, organisation, influence, writing, and editing s