Sr. Manager, Ecosystems GTM Programs and Business Development

About the role

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary You will work on the Palo Alto Networks Global Managed Services GTM Program team who collaborates with our strategic partners to utilize the Palo Alto Networks market leading security platforms to drive key security and business outcomes for our joint end customers. In this role, you will help these partners to develop joint solutions and service opportunities. This person can live anywhere in the US, but with a preference for proximity to our headquarters in Santa Clara. This role is responsible for the creation and monetization of new and existing Service Provider and MSSP services which combine sales, technical, marketing and product expertise to support partners and partner channel business teams. The focus is on strengthening partnerships, developing new business opportunities, and accelerating sales performance across the Service Provider and Managed Security Services Partners. You will be responsible for driving the product and solutions engagements with our strategic partners developing their services offerings, solutions, support and commercial models to deliver security outcomes based on Palo Alto Networks technologies. These engagements will also include some focus on Federal, State, Local, and Education partners that serve these customers. We are seeking someone who is driven and excited for the opportunity to deliver on strategic business initiatives. You will help plan and execute against the goals for solutions development and sales for the business in collaboration with our partners. You will also work closely with the NAM partner sales teams, ecosystem and product teams to drive adoption of these solutions, manage the lifecycle of the service offerings, and internalize feedback from the teams to catalyze further growth.

Responsibilities

• Establishment of managed and/or professional services provided by partners leveraging Palo Alto Networks technology. Work efforts for Business Development includes:
• Identification of joint value proposition for strategic partnerships
• Drive new product and service development, including productization, lead-to-cash processes, OSS/BSS operationalization, and development of solution storyboards with SP and MSSP partners.
• Business case strategy & partner alignment/stakeholdering including early establishment of key success metrics (revenue targets, customer counts, product volumes, etc.)
• Lead consultative sales and business development activities, including strategy development, executive-level discussions, relationship initiation, market dynamics assessment, service and solution definition, and monetization models.
• Identify target market segments, quantify market opportunities, assess the competitive landscape, and engage relevant partners and consultants to unlock new growth opportunities.
• Build and maintain strong relationships with SP and MSSP Palo Alto Networks partner sales, product and marketing teams.
• Establishment and maintenance of contractual relationship between Palo Alto Networks and partner in cooperation from PANW Legal
• Lead business development and thought leadership initiatives to evolve existing services and drive new opportunities with SP and MSSP partner executive leadership teams.
• Monitor progress against business targets and plans throughout the duration of partner engagements.
• Commercial modeling & end-customer pricing consultation; including consideration of monthly/annual billing
• Service description & use case definition; including technology capabilities, support models, and collateral creation
• Planning and Orchestration of Technical enablement of delivery, operations, professional services, and/or consulting for initial launch
• Assistance with capitalization, project management, and advising of best practi

Additional Information

Our Mission At Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

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