Cloud Engagement Lead, GCP

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Your Career  

The Cloud Engagement Lead (CEL) is a global role, with a particular focus on our Google Cloud Platform (GCP) as a GCP (cloud service provider). This position is responsible for providing business development and Co-Sell leadership and strategy for the GCP engagement - you will all the global programs and engagement of this alliance. You will have an understanding of the joint solutions and lead global campaigns that will drive new leads and help to close large opportunities while working closely with the Palo Alto Network field and Google Cloud counterparts. You will help navigate current and future security offerings/ joint architectures from GCP (not just GCP) and provide prescriptive guidance to Palo Alto Networks’ Product and Field teams on opportunities, solutions, and areas of collaboration.
 

Job Description

Your Impact

• Business level understanding of GCP’s and PANW’s offerings
• Develop annual strategic plan and performance goals for assigned Cloud Provider
• Led global campaigns and rollout initiatives while working with the regional teams to maximize pipeline, new leads, and driving revenue with GCP support. 
• Direct engagement and partner relationships are a critical part of this role
• Support the field and manage all joint sales private offer and Co-Sell Opportunities with GCP
• Track all opportunities, pipelines, and bookings and provide forecasts and funnel management reports
• Assist with providing content for Public Cloud training curriculum and sales enablement
• Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels, and Sales as part of the cloud strategy
• Provide support and coordination for channel activity with GCP
• Provide an escalation point for pre-sales and post-sales issues for any activity with the Public Cloud provider
• Build and maintain relationships with key personnel with GCP and their partners.
   

Qualifications

Your Experience

• BA, BS, MBA preferred
• 10+ years’ experience in Sales Leadership – Account or Partner Management
• Proven experience in the management of large global accounts
• 3+ years of proven worldwide experience is preferred
• GCP experience preferred
• Channel Program experience is a plus
• Demonstrated history of managing quota-bearing sales or channel teams
• Industry knowledge of security product market trends and directional awareness of Palo Alto
• Network’s roadmap and technology development efforts
• Demonstrated ability to work in a virtual and matrix environment
• Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment
• Strong communication (written and verbal) and presentation skills
• "Whatever it takes" with respect for companies culture, and policies balanced with attitude and motivation to do whatever is necessary to assist in winning business
   

Additional Information

The Team

The CEL will be part of the team that coordinates Palo Alto Networks GTM activities and will be a central conduit for engagement management between Palo Alto Network and 
GCP. The CEL is regarded as being highly strategic to the company and the Public Cloud initiative in regard to strategy, influence and execution. This position will be the knowledge expert on the joint sales plays and will be asked to present at QBRs, executive meetings, trainings, and events.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish ou