Senior Technology Partnerships Manager (Cortex)

Company Description

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

In this role, you will define and execute GTM programs with Cortex technical partners.

Ensure high degree of satisfaction and success with partner relationships. Execute GTM tasks include marketing, strategic positioning, pipeline tracking/opportunity development, etc. Collaborate cross functionally with sales, customer success, marketing, legal, product management, etc. to drive development of partner relationships, evangelize integration value messaging, and identify ways to help increase adoption, sales opportunities, and revenue. Identify candidate partners (existing or new) and holistically build GTM plans and execute for success including marketing, positioning, sales enablement, QBRs, opportunity tracking, etc. Launch programs (internal and external) to drive value and measure success. 

Your Impact

• Partner Execution
  • Build packages and plans to encourage partner involvement. Recommend deployment plans, build schedules, etc. 
  • Create and execute offerings for lead gen, deal reg, MDF, etc. to improve partner relationships and collect qualified leads
  • Gain internal alignment and permissions to deploy programs
• Sales Alignment
  • Prepare enablement packages and lead education sessions
  • Drive execution in customer opportunities
  • Diagnose and remove user adoption barriers and partner workflow obstacles (product, partner, pricing, training, etc.) - learn, report, and propose plans to fix issues
  • Convey the value of the Marketplace and build pipeline of partners to contribute
• Customer-focused
  • Drive integration adoption - both paid and free - build program plans and strategies
  • Interface with customers - conduct product interviews, etc.
  • Align with Product Management and Customer Success teams
• Go-to-Market
  • Create blogs, joint press releases, solution briefs, slide decks, case studies, etc. 
  • Deliver Marketplace presentations to users and partners during live, recorded, and virtual events, including: webinars, meetings, videos, and industry conferences
  • Plan and execute events, drive partner sponsorships, and general attendance
  • Partner closely with Product Marketing and Field Marketing

Qualifications

Your Experience

• Demonstrable prior experience driving successful value-add programs for partner success
• Experience in a Business Development, Reseller/Channel Account Manager or Marketing role
• Experience with Sales or Sales Engineering and sales methodologies - Understanding of commissions, quota, margins, etc.
• Cybersecurity background and knowledge of companies and industry space
• Excellent written and verbal communication skills
• Organized with project management skills to help prioritize and balance engaged partners, active workflows, numerous projects, and many tasks simultaneously
• Personable and enjoys working with people and frequently presenting to an audience
• Creative thinker that can define new processes from scratch and contribute productive ideas to make partner experience better

Additional Information

The Team

We foster a culture of innovation, authenticity, and collaboration. Our people make this possible. It’s in our everyday interactions, how we work together and treat each other, tha