Senior Director of Technical Business Development

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

• Develop and implement the company's Service Creation Offerings for the GSP, GSI and MSP routes to market, aligning it with Palo Alto Networks’ overall business objectives and partner needs.

• Lead the Solutions Architecture team aligning with the BD and Service Creation teams

• Collaborate with cross-functional teams, including R&D, engineering, sales, channel, support, and marketing to develop a services catalog of standardized and repeatable offers that enable partners to build scalable and profitable service offerings. 

• Ability to create a “machine” with complex capacity manage a pool of technical resources with varying capabilities and expertise.

Your Impact

• Assess prospective partners’ technical and operational capabilities to successfully deliver a Palo Alto Networks solution.

• Create a high-level service architecture that includes product definitions, required integrations, and prospective timelines.

• Provide oversight and executive sponsorship as projects move through service creation, channel and GTM teams. 

• Stay updated on industry trends, emerging technologies, and customer needs, and provide recommendations for product enhancements and service offerings.

• Monitor and analyze partner feedback, identifying areas for improvement and driving continuous improvement initiatives within Palo Alto Networks  

Qualifications

Your Experience 

• Current or former employee of Palo Alto Networks is preferred, but not required.

• Must have experience leading a global service creation team.

• Must have experience leading a Solutions Architecture team.

• Must have experience leading GTM sales or technical sales role in service-led partnerships.

• Must have technical alliances and depth of experience with integrations and multi vendor architectures.

• Proven experience in a senior leadership role, at least director level, in partner-facing solution engineering, with global responsibility. 

• 10+ years of experience working with one of the following: Global Systems Integrators, Service Providers, Managed Security Service Providers, Managed Service Providers, Managed Detection & Response Providers orValue Added Resellers. 

• Strong technical background in cybersecurity, networking or a relevant technical field, with in-depth knowledge of products, systems, and solutions.

• Ability to present complex security concepts, architecture, and solutions to partner technical teams

• Proven track record of successfully developing and managing channel partnerships, exceeding revenue targets, and driving partner satisfaction

• Master’s degree (preferred. but not required) in a technical field such as Engineering, Cybersecurity, Information Science or a related field.

Additional Information

The Team

As part of our Global Ecosystems Solutions Management team, you’ll support the partner and sales team with technical expertise and guidance when establishing trust with key partners. You won’t find someone at Palo Alto Networks that isn’t committed to your su