Cloud Service Provider Alliance Manager A/NZ

Job Description

The CSP Alliance Manager (ANZ) is a new role that will focus on pursuing non-linear growth for Palo Alto Networks through closer and smarter collaboration with Public Cloud Service Providers (CSPs) in the rapidly-growing ANZ market. The Alliance Manager will be responsible for providing leadership, management and strategy for the sell with/go-to-market engagement and all joint activities with CSPs in ANZ.

The Alliance Manager’s success will be defined by enabling the ANZ sales and channels teams to work with the CSPs to accelerate and enlarge opportunities with existing and new customers, as well as enabling a broader range of partners to transact through, and benefit from, the CSP marketplaces. The role has both internal and external-facing responsibilities. The Alliance Manager will be responsible for enabling the ANZ Sales Teams to benefit from selling with the CSPs. The role will also require close and consistent engagement with the CSPs, from sales teams to executives.

This is an ANZ-focussed role, but you will be part of a global team, working with colleagues in JAPAC and the USA in particular. The Alliance Manager will report directly to the JAPAC VP Strategic Partners, but will work closely with the ANZ Channel Director and the JAPAC CSP Alliance Manager. The Alliance Manager will also maintain close contact with the Global CSP team, and be responsible for importing global better practice and initiatives into ANZ. Success in the role will also require developing a strong internal network across Palo Alto Networks teams, including marketing, inside sales and Sales Engineers.

This role requires both developing and executing strategy. The Alliance Manager will contribute to the JAPAC CSP strategy, and will be responsible for tailoring this strategy for, and executing in, the ANZ market. It is expected that the Alliance Manager will have consistent interaction and engagement with customers, strategic vendors, channel partners and other third parties in support of the “sell with” activities with the CSPs. The alliance manager will demonstrate a deep understanding of the CSPs’ go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events and funnel management.

• Manage all joint sell with and go to market activities with the CSPs in ANZ
• Facilitate and drive co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and the CSP sales teams
• Work with the JAPAC CSP Alliance Manager to develop and adapt content for ANZ training curriculum and sales enablement
• Help develop and also deliver training for Palo Alto Network’s field sales and channels teams
• Develop annual strategic plan and performance goals for assigned key CSPs in ANZ
• Provide support and coordination for channel activity with assigned CSPs
• Understand and articulate the CSPs’ strategic initiatives and leverage these to increase opportunities for the CSP, Palo Alto Networks, and our partners
• Build and maintain relationships with key personnel in the CSP to solidify Palo Alto Network’s standing and awareness within the CSPs and to assist in the development of key relationships with the extended Palo Alto Network’s cloud team and executives
• Direct engagement and partner relationships are a critical part of this role
• Help provide insight in the support of CSP events and attend/participate in the events

Qualifications

• 5+ years’ experience in Sales: Account or Channel Management
• Experience in a CSP or experience in a technology vendor with a successful CSP partnership preferred
• A demonstrable passion for cyber security
• Demonstrated ability to work in a virtual and matrix environment with an international team
• Strong communication (written and verbal) and presentation skills
• The successful candidate will combine strategic thinking with the ability and drive to execute a program
• Ambition and drive to grow Palo Alto Networks’ ANZ CSP marketplace business
• Ability and willingness to work in a dynamic, high growth environment

Additional Information