Regional Vice President - Cloud Service Provider Sales Leader - NAM

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

As a member of the North American Palo Alto Networks Partner Sales Leadership Team, you will report to the Vice President of North America Partner Sales for GSI and MSP.  Working closely with the WW Ecosystems team at Palo Alto, the NAM sales teams and the Cloud Service Providers (CSP), you will be responsible for building and driving sales to exceed company objectives and grow the CSP sales engine according to plan. You will be responsible for in region sales relationships and alignment, pipeline generation and review, driving demand generation activities with and through the CSPs and aligning to other strategic and channel partners at the field level. 

Your Impact

• In this key role, you will develop and grow a team of partner sales professionals in the NAM CSP team, managing the relationship for and achieving and exceeding incremental revenue targets for the CSP sales motion
• Develop a strategic business plan for cross NAM engagement to grow the PANW sales with and through our CSP partners, not only through marketplace transactions, but through more strategic joint offerings and deals
• Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model
• Manage sales efforts across marketplace, public and private offerings and joint solutions, shaping sophisticated/complex deals that match client needs to joint Palo Alto and CSP solutions
• Collaborate closely with Work closely with Sales Engineering and Professional Services teams to build complete solution based proposals
• Deliver well-inspected, accurate weekly sales forecasts and pipeline management
• Partner with PANW Services teams, Field Sales, Business Development, Sales Operations, Legal, Marketing and other internal organizations
• Evangelize the Palo Alto Networks Security Platform to the CSP NAM sales leadership and sales teams to build and maintain momentum in the GTM motion across the CSPs

Qualifications

Your Experience

We are looking for someone who possesses a deep understanding of how to successfully develop and drive sales motions with the CSPs in a complex environment. Ideally, you are someone who possesses a track record of success working with global CSPs.

• Exceptional leadership skills - a strong recruiter and motivator of people - Resourceful, innovative and transformational - Passionate about building great teams - High EQ and ability to lead with positive influence
• Extensive experience developing and managing CSP partner ecosystems and  building large-scale businesses with CSPs
• Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial mindset
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing
• 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, especially with the CSPs
• Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Consistent track record of over achievement against quarterly and annual sales targets
• Demonstrable experience in high-tech enterprise sales working with leading high-tech companies with a record of overachievement
• Understanding of recent Cyber Security trends and key vendors in the industry
• Consistent track record in selling & positioning network Security at a senior business level
• Very strong written & verbal communication s