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Our MissionAt Palo Alto Networks® everything starts and ends with our mission:Being the cybersecurity partner of choice, protecting our digital way of life.We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of 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.Your CareerThe General Manager of the IBM Services Business is a senior executive position responsible for all aspects of Palo Alto Network’s alliance with IBM, including the overall P&L and sales targets of the business. We are seeking someone who is driven and excited for the opportunity to build and lead one of the key relationships for our company. You will lead a high-performance team to successfully strategize and execute the goals and sales targets for the business. You will work closely and collaboratively with the IBM Services teams and key Palo Alto Networks teams to oversee and drive the creation of joint solutions.There are many different opportunities across the business to engage with IBM. It will require a dedicated focus and a differentiated approach to build a comprehensive go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who possesses a deep understanding of how to successfully develop partnerships and a leadership capacity to accomplish goals in a complex and collaborative environment. We need someone who will continually evaluate the market and look for new routes of business for our solutions, working to a three-year plan, delivered in phases. Ideally, you are someone who possesses a track record of success working with IBM and has a solid rolodex of existing IBM relationships.Your ImpactBuild out a global PANW business that mirrors a focused Global System Integrator practice, from solution development to GTM and delivery
Own and lead the joint business and GTM plan, with a long term scope and near term execution focus, with prioritized investments aligned to building long term growth and success- Be the senior sales leader for the IBM business and take responsibility for the annual sales targets
Responsible for leading the creation of joint solutions that are aligned with key client challenges and significant markets for both Palo Alto Networks and IBM
Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business and large complex deals
You and your team will need to gather, analyze, understand and apply contextual business information to support the security delivery component of the customer engagement and the joint solutions
Represent the IBM business to senior exec staff, leading regular business reviews, with the ability to provide analysis of success and pain points
Critical to the success will be ensuring the success of IBM delivery teams in the field, supported by PANW professional services, support and training teams
Teams will be measured on revenue that is driving incremental growth tied to joint solutions, building joint services capacity and enablement
Responsible for all stages of the business life cycle (business development, product creation, enablement, go to market, and delivery)
Complement your team’s creativity through deep interaction with customers and partners to understand their problems as well as the threat landscape
Develop differentiated solutions, capture tactics, win strategies, discriminators, competitive analysis, and teaming strategies that balance program risk and reward and execute a disciplined approach to win the top opportunities
Manage sales efforts typically focused on transformational engagements, shaping complex deals that match client needs to joint PANW/IBM solutions
Manage interfaces with PANW Services teams, Field Sales, Business Development, Legal, Contracting, HR, Recruiting, Marketing, and other internal organizations
Your ExperienceBA, BS (or equivalent work experience), MBA preferred
10+ Years’ experience in Sales and GTM and 5+ years of Leadership/Management
Previous global executive experience running a $100M+ partner business
Experience directly working for a global systems integrator and the ability to understand the business from the IBM perspective, to ensure the business is jointly successful
Experience working in multiple countries and the ability to differentiate your approach and strategy in different geos
Proven experience successfully working within a matrixed environment
Experience and understanding of Sales, Marketing, Customer Success, Business Development
Industry knowledge of security product market trends, competitive products and directional awareness of Palo Alto Networks’ roadmap and technology development efforts
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 IBM business
40%-50% Travel with ability to travel internationally (currently 0 due to COVID-19)
Knowledge of the US Public Sector is a plus
Strong communication (written and verbal) and presentation skills
The TeamOur IBM business team is a small group of hand-selected individuals driving our relationship with IBM. This focused and experienced team works directly with our IBM 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 a plan.Our CommitmentWe’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.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 accommodations@paloaltonetworks.com.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.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 $347,400/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 (http://benefits.paloaltonetworks.com/) .
Vacancy expired!