MSP Technical Leader/Director

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description

Your Career

SASE technologies have taken center stage over the last couple years with an expected market of $15B by 2025. Palo Alto Networks has made significant investments in best in class capabilities in order to serve our customers’ needs and win against the competition. We’ve received validation from customers, partners, and analysts that our approach is visionary and compelling.  This is the place to be and we need resources with the drive and creativity to help us realize our full potential.

We are looking for a Director, SASE, MSP/ MSSP who will embody the PANW vision and culture, leading the rapid growth strategies and GTM execution for our SD-WAN and SASE offerings for MSP/ MSSP. A successful candidate is one who has direct experience building network and security business with Tier 1 Service provider as a leading SD-WAN / SASE provider and who thrives in a fast and collaborative environment, with a proven track record of driving growth globally. 

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.

Your Impact

• Create Alignment across the leadership teams on the GTM strategy and execution path for our SASE business with MSP/ MSSP
• Define and lead the overarching offering to a target MSP - Partnering with Product Management, Marketing, Pricing and Sales to drive full sale cycle optimization, growth, and acceleration
• Represent our product differentiation and strategy in customer conversations and EBCs
• Expand MSP routes to market 
• Research (qualitative and quantitative), Experiment, and Execute on new ways to increase our share of wallet in new logos and installed base through engagement with MSP/ MSSP
• Activate, accelerate and  sustain the sell-through GTM motion with MSP/ MSSP and drive predictable pipeline through measurement and reporting discipline
• Drive the education and enablement target for team
• Create an environment and process for open communication and feedback loop between all functions to drive change
• Run a global team that supports our MSP/ MSSP in their target markets across the deal cycle

Qualifications

Your Experience

• 15+ years of work experience, ideally with relevant work in technical sales / GTM roles with experience in cybersecurity, networking - specifically applied to building the MSPs route to market
• Intimate knowledge and experience building profitable managed security services
• Strong knowledge of the SD-WAN (and ideally, SASE) product and competitive landscape 
• Proven track record of building and leading high performing teams (technical and non)
• Outstanding communication and presentation skills - must be comfortable interacting extensively with executive staff
• Positive, growth-oriented mindset
• Proven track record of building new sales playbooks, assets and GTM strategies for MSP route to market
• Thrives in a matrixed, team environment anchored by our values of Collaboration, Disruption, Execution, Inclusion, and Integrity
• French & English fluency required

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of