Job Details

ID #19728509
State California
City Santaclara
Job type Full-time
Salary USD TBD TBD
Source Palo Alto Networks
Showed 2021-09-16
Date 2021-09-16
Deadline 2021-11-15
Category Et cetera
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Director, Partner Business Development , Technology Alliances

California, Santaclara, 95050 Santaclara USA

Vacancy expired!

Job Description

Your Career

You will be part of the Technology Partnerships Team in Global Ecosystems focused on developing key Elite, Premier GTM Partnerships such as Redhat, HashiCorp and a select group of Industry Partnerships as well as managing an ongoing ecosystem of cross-platform Prisma Cloud, Cortex XDR and XPanse integrations in support of our Cloud and AI security business.

You will team with Technical BD counterparts and Product Management to develop, drive and execute the partner strategy, manage pipeline of integrations - all in support of our Prisma and Cortex product lines aligned with the product priorities. Specifically, your focus will be on developing valuable ecosystem development plans to support our joint GTM activities with strategic partners. The role will focus on delivering measurable results, including, analysis and recommendations for potential new strategic partnerships, metrics, opportunity influence, and focused GTM efforts that will drive co-sell opportunities that other RTMs can leverage (growth through GSIs, CSP marketplace offerings, MSSPs, Channel, etc)

Your Impact

  • Develop and manage 3-5 strategic alliances (Ex: Redhat, Hashi and others) with focus on establishing and growing the partnerships - Working closely with partner strategy to identify new partnering opportunities
  • Build, coordinate, and lead various go-to-market initiatives including internal, intercompany, intra-companies and external activities (customer and channel partners/GSIs)
  • Work closely with the product management, Tech BD, product marketing management and go-to-market sales and marketing teams to define the partnership ecosystem for key strategic alliances, Prisma Cloud and Cortex products portfolio
  • Build and execute a plan for Prisma Cloud and Cortex XDR and Xpanse technology partners ecosystem - partnerships and integrations
  • Qualify, onboard, and manage relationships with premier and select partners to generate clear and significant business value
  • Manage inbound, technical integration partnership requests for Prisma Cloud and Cortex product portfolios
  • Build end-to-end partnerships and integrations with clear business and customer value that have significant measurable value for all parties
  • Oversee and support technical integration work, onboarding, use case development, and solution briefs
  • Build relationships with senior and management-level leadership internally and with partner companies

Qualifications

Your Experience

  • Director level or above experience in building strategic alliances, managing complex partnerships
  • Experience in growing existing business and also developing new, innovative, and disruptive partnerships
  • Scrappy and ability to operate with start-up resources and mindset
  • Experience in Cloud and Security Markets - Understanding of cloud service providers, shift-left ecosystems, container players
  • Experience in building meaningful technical/product partnerships and ecosystems
  • Bachelor’s degree in a related field (Partner Management, Engineering, Computer Science, Mathematics, Physics, Statistics, Economics or Finance) or equivalent practical experience
  • MBA or graduate degree in management or technical field (optional)
  • 7+ years experience in one or more of the following: Product Management, Partnerships, Alliances, Partner business development, strategic partnership management

Additional Information

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, 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 [emailprotected]

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.

Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $169,800/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.

Vacancy expired!

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