Sr. Director, Ecosystem Transformation

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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career

The Palo Alto Networks Ecosystem team is a strategic pillar for the organization’s continued growth and we are looking for a Director of Ecosystems Transformation and Growth that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks growth in a rapidly expanding Ecosystem route to market.  As a key member of the NAM Ecosystems leadership team, you will be in a pivotal role shaping and optimizing Ecosystem routes to markets for growth for PANW.  This role reports into our VP Americas Ecosystems for GSI/SP/CSP.  You will drive a number of cross functional initiatives that will open new sales plays, partner engagement models and create new growth opportunities for Palo Alto and our partners.  

Your Impact

• Work closely with our GTM leaders to develop and architect our cohesive multi-year GTM strategy and transformation program to unlock profitable growth - This involves proactively identifying, prioritizing and scoping GTM initiatives
• Collaborate and strategize with Partner Development Managers, specific to industries and solutions (i.e., Healthcare, Cortex, SASE, etc) on initiatives that are critical for the company - integrating them into the sales play motion established by the CBM community
• Build out strategic plans in collaboration with Ecosystem Partners (Solution Providers, GSI, SP, CSP) to accelerate SASE/Cortex/Cloud bookings performance and participation rates
• Translate GTM and Ecosystems strategies into operational processes, programs and capacity plans and ultimately own the execution of the strategies through day-to-day operations
• Build out a multi-year vision and strategy that incorporates how we build out a framework for multiple partners to collaborate and execute with our field sales teams to drive platform sales for Palo Alto Networks
• Translate GTM and Ecosystems strategies into operational processes, programs and capacity plans and ultimately own the execution of the strategies through day-to-day operations
• Partner with Ecosystem leaders to operationalize route-to-market business metrics, KPIs and insights so we can collectively run a best-in-class Ecosystems organization
• Understand how we can drive increased collaboration between the Ecosystem partners and PANW functions to improve KPI’s (i.e., pipeline generation, renewal/refresh initiatives, partner-delivered services, etc)
• Drive consistency across the Ecosystem on Compensation models,  KSOs, Spiff incentives, Presidents Club, etc.

Qualifications

Your Experience

• 10+ years in sales management, channel management or business development role within the enterprise software ecosystem (cybersecurity preferred)
• Excellent at influencing others, both externally and internally - ability to communicate effectively and build consensus across various functional groups to achieve goals
• Industry knowledge of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts
• Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease
• High levels of self-motivation, adaptability, ease of ha