• Lead the overall partner relationships and develop joint GTM strategy, with a focus on net new business creation
• Establish executive level relationships with CTO and business leaders from our strategic partners who own the PANW relationship and business strategy
• Develop unique integrations/offerings that can add pipeline / bookings via their reseller channels/ direct sales OR Palo Alto Network’s channel
• Work with several Palo Alto Network teams, including the Technical Partnerships and Product Management & GSI teams, to align on market opportunity in order to get prioritization on respective speedboat roadmaps
• Establish alignment with cross functional teams build shared goals with other internal PANW account owners
• You and the matrixed team will need to gather, analyze, understand and apply contextual business information to support the joint offering development and the GTM approach for the joint solutions
• Represent our strategic partners to senior staff, leading regular business reviews
• Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
• You will be measured on driving incremental growth tied to joint solutions
• Responsible for all stages of the business life cycle (business development, product creation, enablement, and go to market)

Required Qualifications

• BA, BS (or equivalent work experience or equivalent military experience required)
• 10+ years’ experience in Sales and GTM and 5+ years of Leadership/Management
• Previous global executive experience running a $50M+ partner business
• Experience directly working for a technology company, and the ability to understand the business from a strategic partnership perspective
• Experience working in multiple countries and the ability to differentiate your approach and strategy in different geos
• Proven experience successfully working within a highly collaborative, matrixed environment
• Experience and understanding of Sales, Marketing, Technical Partnerships and, Business Development
• Industry knowledge of security product market trends, competitive products and directional awareness of Palo Alto Networks’ roadmap
• Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks’ customer base
• Shown experience with building and delivering keynote presentations, training and other content to support the GTM needs of our strategic partners
• 40%-50% Travel with ability to travel internationally
• Strong communication (written and verbal) and presentation skills

Preferred Qualifications

• MBA preferred
• Knowledge of the US Public Sector is a plus

The Team

The team is an elite group of hand-selected individuals driving our relationship with numerous strategic partners. This focused and experienced team works directly with our partner counterparts, as well as internally and externally to run our joint business plan. This role will be critical to ensuring we execute on time and on plan.

Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our solutions.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $245000 - $336000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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 diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.