Alliance Business Manager

2 days ago

Singapore Palo Alto Networks Full time
Alliance Business Manager - Managed Security Service Providers, JAPAC

Palo Alto Networks is seeking an Alliance Business Manager focused on Managed Security Service Providers (MSSP) in the JAPAC region. This role develops and grows partner-led opportunities, drives joint GTM plans with MSSP partners, and enables partner sales, presales, channel, and delivery teams to embed PANW platforms in MSSP offerings.

Overview

The Strategic Alliances role centers on creating a 360-degree MSSP partner-led growth trajectory. You will report to the JAPAC Strategic Alliances Director and collaborate with internal PANW teams to drive revenue through MSSP partnerships that actively deliver Managed Security Services.

Responsibilities
  • Develop and execute the Go-to-Market (GTM) plan for MSSP across the JAPAC Theatre, focusing on regional MSSPs within the JAPAC six geographic areas.
  • Understand executive and business unit structures of MSSPs and identify unique differentiators for each partner.
  • Define service offerings that embed PANW platforms and oversee joint service offering development.
  • Execute and enhance the GTM plan; conduct joint planning with key partners with executive support.
  • Collaborate with marketing for demand generation campaigns and coordinate with partner and PANW sales, presales, channel, and delivery enablement.
  • Educate and engage PANW sales teams and MSSP account teams on tri-party collaboration to win joint customer engagements.
  • Build and sustain a strong internal network across PANW teams (Sales, Marketing, Area Channel Business Managers, Sales Engineers, and solutions specialists).
  • Lead regular business performance and relationship reviews with senior management and stakeholders; maintain activity of performance reports and dashboards.
  • Develop compelling value propositions and help MSSPs build a services catalog around PANW offerings.
  • Maintain clear and consistent communication with dedicated partners to strengthen partnerships across the region.
  • Activate regional MSSP partners prioritizing cybersecurity in their Managed AI, Network, Cloud, or SOC go-to-market strategies.
Qualifications
  • 15+ years of relevant experience in partner sales, account management, or business development.
  • Experience working with regional MSSPs, systems integrators, or emerging service providers.
  • Strong business relationships with MSSPs across JAPAC (advantageous).
  • Understanding of alliances channel operating models; knowledge of cybersecurity is a plus.
  • Experience in sales, marketing, and solution development; experience in overlay/solutions specialist roles.
  • Experience collaborating with service providers and partner ecosystems; ability to develop cross-functional solutions.
  • Strong initiative with excellent presentation, written, and communication skills; able to lead complex sales scenarios through negotiation and conflict resolution.
Additional Information
  • The Team: PANW Ecosystems is a strategic pillar for growth, focusing on training and enabling channel partners to sell our products.
  • Our Commitment: We value diverse teams, encourage risk-taking, and provide accommodations for qualified individuals with disabilities. If accommodations are needed, contact
  • Equal Opportunity: Palo Alto Networks is an equal opportunity employer. All qualified applicants will be considered without regard to protected characteristics.
  • All information will be kept confidential according to EEO guidelines.

Seniority level: Mid-Senior level

Employment type: Full-time

Industry: Computer and Network Security

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