Partner Development Manager, Cortex

Company Description

Territory location for this role: Illinois, Colorado, Montana, Minnesota, Indiana, Iowa, Missouri, Kansas, North Dakota, South Dakota, Nebraska, Wisconsin, Michigan, Ohio

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. 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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career

As a Partner Development Manager, you will be responsible for educating our Channel Partners and Channel Business Managers on the Cortex Portfolio and assist with the creation of key sales plays to drive Cortex revenue across North America, but with a focus on the Central Region.  You’ll be expected to present the Palo Alto vision and SOC Transformation Journey at small and large-scale events.  You will work closely with the Regional and National Channel Managers to drive a Cortex strategy with the partners they support. 

This team is responsible for building a bias towards Palo Alto Networks across our partners GTM offerings with a focus on VAR, reseller, MSSP and systems integrator routes to market utilizing our Cortex portfolio. The ideal candidate will have strong experience in channel sales or partnerships with a proven track record of executing against business plans to deliver against goals/quota. Candidates should have a demonstrated ability to think strategically and analytically about business, the solution, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-functionally to increase partner bias towards Palo Alto Networks. We are looking for candidates that are creative, and aggressive. 

Your Impact

• Ability to build and execute business plans focused on high growth solutions
• Provide world-class relationship development and thought leadership across partners to increase revenue and drive incremental business opportunities
• Work with Palo Alto Networks Leadership, Partner teams, and Marketing teams to leverage resources and drive key growth metrics, build a strategic plan, and enablement model
• This role is part of the NAM team and collaboration with cross functional groups is critical to success
• Working with the partners, you need to define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities with our partners
• Ability to present at large-scale meetings and events

Qualifications

Your Experience

• Strong understanding of security technologies, channel routes to market, partnerships, sales and successfully implementing channel strategy to drive dramatically increased sales
• Highly effective relationship/partner development skills
• Experience formulating a vision, strategy, and execution plan for your key partners
• Track record of driving enterprise sales via channel partners (partner handles selling motion)
• Proven experience of exceeding channels sales or direct sales quotas
• Proven analytical skills to determine which programs work and insight to build on that experience

Additional Information

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the goal to train and enable our channel partners to become empowered in the use and sales of our products. We educate, inspire,