Sr. Manager, Technical 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 Senior Manager will possess a broad business, IT architecture and SaaS and security experience. This role requires a person who understands the SaaS application ecosystem, enterprise architectures and has built and managed partnerships with critical SaaS application companies like ServiceNow, SAP, Salesforce, Workday. The person will have technical expertise and business acumen and can put pen to paper and work in a hands-on manner with product management, marketing, sales, legal and finance stakeholders within the company and with key partners. They have depth of technical expertise in SaaS applications and cybersecurity and also bring in business skills in creating joint technology and business value propositions with partners. They should have the ability to create use cases and value propositions that can activate routes to market like GSI’s,  CSP’s, VAR/Channel partners and direct sales.  They should display learning agility, ruthless prioritization, and an ability to dive deep into the details.

The Senior Manager would build strong relationships within all levels of our partners’ business and technical organization to influence PANW solutions adoption, working hand-in-hand with solution managers/architects. They will work with Product management in defining the partnership strategy in alignment with product strategy and execute and build partnerships with key SaaS applications, Generative AI and identity companies.

Your Impact

• Technology Partnership Planning 
  • Create and drive strategic technology partnerships in alignment with product strategy and plans from RTMs, speedboats, and product teams with clear pathways to pipeline and revenue targets
  • Craft co-sell agreements and joint GTM motions with critical SaaS, generative AI and identity partners that will drive revenue growth while increasing the wallet share for the Palo Alto networks SASE/AI Access portfolio
  • Build use cases and joint value propositions and activate routes to market
  • Work with large GSI, CSP partners leveraging technology integration, OEM agreements, co-sell agreements in creating value propositions that deliver customer and partner value
  • Showcase thought leadership by identifying and parsing industry trends and customer feedback to recommend, plan for, and address core market opportunities with new technology partnerships
  • Drive the definition, business development, asset creation, enablement, and contracts of technology partnerships
  • Provide management insights and understanding on the various new partnerships opportunities and ideal target segments
• Technology Partnerships Development
  • Define repeatable solutions & use cases, understand technology ecosystem, craft compelling positioning and articulate “better together” with technology partners
  • Create Co sell , OEM motions with technology partners that align with their and Palo Alto RTM motions
• Technology Partnerships Go To Market and Sales Success
  • Collaborate with RTMs to seed and develop strategic opportunities based on technology partnerships
  • Enable sales/partners on the solutions messaging, content and other resources (lab/demos/POCs )
  • Extended solutions support for high-touch/at-scale sales programs  partnering with