Be an early applicantLess than 25 applicants

Company

Palo Alto Networks · 5 hours ago

North America Strategic Alliance Sales Manager, GSI Partnerships

Santa Clara, CA

Full-time

Remote

Senior Level

$225K/yr - $309K/yr

5+ years exp

Maximize your interview chances

Cloud SecurityCyber Security

Growth Opportunities

No H1B

Insider Connection @Palo Alto Networks

Discover valuable connections within the company who might provide insights and potential referrals.
Get 3x more responses when you reach out via email instead of LinkedIn.

Responsibilities

Develop and update the GSI strategy & partner business plan for North America to ensure the partnership is on track to hit goals for pipeline and bookings targets

Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner

Build & strengthen relationships with key stakeholders at all levels in the partner organization

Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers

Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings

Understands routes to market with partners (MSSP, Resell & Influence)

Leverage a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets

Drive field & partner interlock and engage sales leadership effectively

Document partner activities in joint pursuits and accurately communicate outcomes and next steps

Lead partner enablement programs in close collaboration with field SE and Partner Development Managers

Experience in sales cycle progression and procurement processes in partner-led deals in order to ensure timely closure of deals against critical quarterly targets

Provide weekly forecast updates toward quarterly and annual revenue targets

Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity

Collaborate and shares best practices cross-functionally and with partners effectively

Drive partners to go big with Palo Alto Networks

Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment

Mission driven, curious, adaptable, self-starter with a growth mindset

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

GSI partner business modelsEnterprise technology salesPartner managementSales cycle progressionPartner business strategyKey performance indicatorsSalesforceTableauCollaboration skills

Required

Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes and best practices

Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment

Proven experience influencing senior level partner executives and/or partner principles

Strong and effective communication – written, oral, and public presentation

Ability to work, collaborate and drive outcomes individually

Experience in working in cross–functional environment and driving joint strategy

Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external

Data-driven and fluent in Salesforce and Tableau

Minimum 5+ years of sales experience in a hi-tech environment - Minimum 3+ years in indirect sales with proven experience in partner management with system integrators

Excellent presentation skills with the ability to influence at senior levels within a partner organization

BS or MS degree or equivalent military experience required