Director, SASE, MSP / MSSP, Americas

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 Director for SASE, MSP / MSSP will embody the Palo Alto Networks vision and culture, leading the rapid growth strategies and Go-To-Market (GTM) execution for our SD-WAN and SASE offerings for Managed Service Providers (MSP) and Managed Security Service Providers (MSSP).  The ideal candidate is one who has direct experience building network and security business with a Tier 1 Service Provider(s), as a leading SD-WAN / SASE provider, and who brings a proven track record of driving global growth in a fast and collaborative environment. 

Your Impact

• Create alignment across leadership teams on the GTM strategy and execution path for our SASE business with MSP / MSSP’s
• 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 supporting different use cases within SASE that includes Zero Trust Network Access, SD-WAN, FWaaS, SWG, CASB, DLP, Enterprise Browser, etc.
• Create and grow new offerings within SASE, including the Prisma Access Browser for end customers as a Sell-Through model
• Expand MSP / MSSP routes to market by recruiting new strategic Tier 1 or Tier 2 partners to cover different market segments and use cases within SASE
• Activate, accelerate, and sustain the sell-through GTM motion with MSP / MSSP and drive significant growth in MSP-led pipeline and provide weekly progress through measurement and reporting discipline
• Research (qualitative and quantitative), strategize, experiment and execute on new ways to increase our share of wallet in new logos and installed base through engagement with MSP / MSSP
• Represent our product differentiation and strategy in customer conversations and EBCs
• Drive enablement & increase knowledge of Prisma SASE portfolio with MSP’s Sales, Sales Engineering, and Managed Service teams
• Create an environment and process for open communication and a feedback loop between all functions to drive change
• Run a US-specific team of Technical Sales Managers (pre-sales engineers) supporting different T1 and T2 partners. while also supporting the global team to provide local support for Global MSP/MSSPs across the deal cycle

Qualifications

Your Experience

• 15+ years of work experience working with or at MSPs, ideally with relevant work in technical sales / Product / GTM roles, with experience in cybersecurity and networking, specifically applied to building the MSP route-to-market
• Intimate knowledge and experience in building profitable managed security services
• Strong knowledge of the SD-WAN and SSE (full SASE) product and competitive landscape 
• A proven track record of building and leading high-performing teams (technical and non), with outstanding communication and presentation skills - must be comfortable interacting extensively with executive staff
• Adept at building new sales playbooks, assets and GTM strategies for the MSP route to market
• Thrives in a matrixed team environment, anchored by our values of Collaboration, Disruption, Execution, Inclusion and Integrity

Additional Information

The Team

SASE technologies have taken