North America Strategic Alliance Sales Manager, GSI Partnerships

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.  

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few! 

Job Description

Your Career

The GSI sales team is responsible for driving growth through a strategic set of consulting partners such as: Deloitte, NTT, PwC and IBM to name just a few. As a North America Strategic Alliance Sales Alliance Manager, you will drive net new pipeline & revenue growth with these strategic systems integrators and ultimately take the business to the next level. Working in close collaboration with other team members, you will develop the strategy and drive work streams for business development, marketing, account collaborations, joint pursuit plans and targeted partner enablement in order to build demand and pipeline that will lead to incremental bookings and transformational outcomes for customers.

Your Impact 

• Develop and update the GSI strategy & partner business plan for North America to ensure the partnership is on track to hit goals for pipeline and bookings targets
• Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner
• Build & strengthen relationships with key stakeholders at all levels in the partner organization
• Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers
• Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings
• Understands routes to market with partners (MSSP, Resell & Influence)
• Leverage  a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
• Drive field & partner interlock and engage sales leadership effectively
• Document partner activities in joint pursuits and accurately communicate outcomes and next steps
• Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
• Experience in sales cycle progression and procurement processes in partner-led deals  in order to ensure timely closure of deals against critical quarterly targets
• Provide weekly forecast updates toward quarterly and annual revenue targets
• Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity
• Collaborate and shares best practices cross-functionally and with partners effectively
• Drive partners to go big with Palo Alto Networks
• Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment
• Mission driven, curious, adaptable, self-starter with a growth mindset

Qualifications

Your Experience 

• Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes and best practices
• Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment 
• Proven experience influencing senior level partner executives and/or partner principles 
• Strong and effective communication – written, oral, and public presentation 
• Ability to work, collaborate and drive ou