SASE Partner Development Manager

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description

Your Career

The SASE Partner Development Manager for NAM [East, Central, West, SLED/Other] role requires senior set of skills to: 

• Carry the SASE Ecosystem Strategy and Execution for Channel partners in Region by defining North Star, Yearly/ Quarterly plans + monitoring SASE execution across the partner patch and the regions.  
• Act as the SASE Subject Matter Expert for the Channel community  
• Collaborate across the board ( Ecosystems leadership, Region leadership and Sales teams, Ecosystem teams, Marketing, Enablement, Services, Acceleration office etc) to proactively create compelling initiatives to sustain business objectives

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.

Your Impact

• Strategy and Performance Ownership
  • Strategy Development - Collaborate with [North East, Central, West, South] Region Channel Leads, CBMs and DBMs to define SASE sales acceleration goals and objectives by Partner and other high level metrics such as Joint offering, GTM, Capacity and Capability by region - Special focus on service creation support
  • SASE Performance Management - Establishing and tracking against key performance indicators (KPIs) and sales metrics, analyzing data to identify trends, opportunities, and areas of improvement
  • SASE Pipeline Management - Working closely with CBMs and DBMs to propose pipeline generation frameworks and activities to manage and increase the sales pipeline, and lead generation activities
  • SASE MSSP Framework - Accountability on deploying the program though selected VARs and Revenue accountability
• Partner Process and Program Management
  • Partner SASE engagement Process Optimization - Evaluating and enhancing the partner process to identify areas for improvement, streamline workflows, and increase efficiency
  • Partner SASE Selling Industrialization - Developing SASE campaigns and selling initiatives to meet the adoption and growth goals of SASE, and supporting their execution
  • Partner Execution Improvement - Identifying internal bottlenecks and streamlining processes with Mktg, Sales Ops, and IT support
• Activity
  • Drive Local Execution in partnership with Local Channel Business Managers that are built by the SASE Go To Market team at PANW
  • Work with National Channel Business Manager to implement SASE programs with Local Channel Business Managers 
  • Work with Local CBM’s to deliver SASE cross sell motion with partners that have sold other PANW products
• PANW Ecosystems Community Engagement and Enablement on SASE
  • Ecosystem team Coaching and Mentoring on developing SASE motion within their partners - Providing guidance, coaching, and support to the partner team, fostering a culture of continuous learning and development
  • Sales Pitch Enablement Support - Supporting the training programs in conjunction with Sales Enablement Team & GTM, tools, and resources to equip the Channel Ecosystems Community with the necessary skills and knowledge to achieve sales targets
  • Partner Team Performance Analysis - Conducting regular assessments of our Channel Partner Teams to identify team strengths, weaknesses, and areas for improvement on SASE engagement
• Partner Activities and External Exposure
  • External E