Senior GSI Channel Business Manager

About the role

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included. As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few! Your Career You will centre your role on relationship management to achieve measurable results in our public sector revenue, market share, and depth within each partner sales team at the assigned GSI Partners. Your success in this role will span the creation and execution of unique business plans with each GSI partner. You'll be measured primarily on the joint business executed with these strategic partners, and you will collaborate with internal stakeholders, including Global / International Account Directors. Your experience across GSI routes to market is essential. You must be able to navigate the entire channel and have long-standing existing relationships. Your focus will be on enhancing alignment between the sales teams at PAN+GSI's and executing with excellence across account planning and pipeline management on all joint opportunities. Equally, your responsibility will be to drive and develop our strategic partnership/engagement with each of your selected partners to elevate Palo Alto Networks to the partners' executive C-suite and gain trust, mindshare, and credibility.

Responsibilities

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
• Own revenue targets across Kyndryl, Accenture and NTT
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires this strategic partner to promote our solutions
• Develop/activate services based on our emerging and established technologies, increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards
• Work on your own initiative when it comes to partner development, solution creation, and garnering assistance across the business and partner
• Your Experience
• Experience in Channel Management or Business Development roles within the enterprise software ecosystem and network security industry
• Significant experience working with GSI partners to include Kyndryl, Accenture and NTT
• Understanding and experience of GSI Go-To-Market strategies
• Understanding of GSI 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
• The Team
• Our Commitment
• We're problem solvers that take risks and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without di

Additional Information

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.

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