Sr. Manager, Ecosystems GTM Programs and Business Development

Palo Alto Networks•Santa Clara, CA

6d•Remote

About The Position

This role is part of the Palo Alto Networks Global Managed Services GTM Program team, collaborating with strategic partners to leverage Palo Alto Networks' market-leading security platforms and drive key security and business outcomes for joint end customers. The individual will assist partners in developing joint solutions and service opportunities. This position is responsible for the creation and monetization of new and existing Service Provider and MSSP services, combining 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 Service Provider and Managed Security Services Partners. The role involves driving product and solutions engagements with strategic partners, developing their services offerings, solutions, support, and commercial models to deliver security outcomes based on Palo Alto Networks technologies. This includes a focus on Federal, State, Local, and Education partners. The ideal candidate is driven and excited to deliver on strategic business initiatives, planning and executing goals for solutions development and sales in collaboration with partners. They will also work closely with NAM partner sales teams, ecosystem, and product teams to drive solution adoption, manage the lifecycle of service offerings, and incorporate feedback for further growth.

Requirements

Bachelor’s degree or higher; relevant industry certifications (e.g. CISSP) encouraged.
10+ years Experience across the SP and MSSP providers ecosystem, including Global Carriers, Tier 1 and Tier 2 Operators, Regional Service Providers, MSOs, MNOs, indirect channels, Data Center Operators, and Cloud Providers.
Minimum 8+ years of experience working in or with SP and MSSP providers and network operators in Sales, Channel Sales, Engineering, Business Development, Product Management, or Consulting.
Prior System Engineering background or strong technical acumen preferred.
Experience with the Service Provider / Network Operator product development lifecycle, including the ability to develop, launch, operationalize, and enable go-to-market strategies for new SP and MSSP managed services.
Experience with direct and indirect sales strategies, including communications services GTM.
Experience with channel programs, channel policies, and channel management.
Highly-driven individual with an execution focus and a strong sense of urgency with an entrepreneurial and self-motivated mindset.
Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing.
Excellent at influencing others, both externally and internally, and an ability to communicate effectively while building consensus across various functional groups to achieve goals.
Industry acumen of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts.
Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities with minimal supervision.
Very strong written and verbal communication skills.
Ability to travel at least 50% of the time.

Nice To Haves

Deep understanding of how to successfully develop services within the service provider industry and in a complex environment.
Familiarity of US Public Sector markets.
Track record of success working with service providers (SPs) and/or managed security service providers (MSSPs).

Responsibilities

Establishment of managed and/or professional services provided by partners leveraging Palo Alto Networks technology.
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 practices.
Continuous lifecycle management and operational enhancements/optimization of service following initial launch.
Capture feedback & ideate around new product initiatives/enhancements.