General Manager, NTT

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.

Job Description

Your Career

The General Manager of the NTT Business is a senior executive position responsible for all aspects of Palo Alto Network’s alliance with NTT, including the overall P&L and sales targets of the business. We are seeking someone who is driven and excited for the opportunity to build and lead one of the key relationships for our company. You will lead a high-performance team to successfully strategize and execute the goals and sales targets for the business.

You will work closely and collaboratively with the NTT team and key Palo Alto Networks teams to oversee and drive the creation of joint solutions.

There are many different opportunities across the business to engage with NTT.  It will require a dedicated focus and a differentiated approach to build a comprehensive go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who possesses a deep understanding of how to successfully develop partnerships and a leadership capacity to accomplish goals in a complex and collaborative environment. We need someone who will continually evaluate the market and look for new routes of business for our solutions, working to a three-year plan, delivered in phases. Ideally, you are someone who possesses a track record of success working with NTT and has a solid rolodex of existing NTT relationships.

Your Impact 

• Build out a global PANW business that mirrors a focused Global System Integrator practice, from solution development to GTM and delivery
• Own and lead the development of a joint business and GTM plan, with a long term scope and near term execution focus, with prioritized investments aligned to building long term growth and success - Be the senior sales leader for the NTT business and take responsibility for the annual sales targets
• Responsible for leading the creation of joint solutions that are aligned with key client challenges and significant markets for both Palo Alto Networks and NTT
• Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business and large complex deals
• You and your team will need to gather, analyze, understand and apply contextual business information to support the security delivery component of the customer engagement and the joint solutions
• Represent the NTT business to senior exec staff, leading regular business reviews, with the ability to provide analysis of success and pain points
• Critical to the success will be ensuring the success of NTT delivery teams in the field, supported by PANW professional services, support and training teams
• Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
• Teams will be measured on revenue that is driving incremental growth tied to joint solutions, building joint services capacity and enablement (sales, marketing-pipeline conversion)
• Responsible for all stages of the business life cycle (business development, product creation, enablement, go to market, and delivery)
• Complement your team’s creativity through deep interaction with customers and partners to understand their problems as well as the threat landscape
• Develop differentiated solutions, capture tactics, win strategies, discriminators, competitive analysis, and teaming strategies that balance program risk and reward and execute a disciplined, comprehensive approach to win the top opportunities
• Manage sales efforts typically focused around the sale of transformational engagements, shaping sophisticated/complex deals that match client needs to joint PANW/NTT solutions
• Manage interfaces with PANW Services teams, Field Sales, Business Development, Le