Channel Director, Enterprise

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. 
We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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. 

Our Approach to Work 

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

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner. Your success in this role will span the creation and execution of national and localized business plans and measured primarily on the joint business executed. Do have experience of working at all levels of large strategic partner organizations, plus possess high discernment and approach to develop partnerships based on the long term, “outcome where everybody wins strategy? If so, we want you.

Palo Alto Networks National Channel organization is a strategic pillar for the organization’s continued growth and we are looking for a dynamic leader that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks relationships within our national partner ecosystem.

Your Impact

Partner Strategy (30%):

• Work with Sales leadership to prioritize top accounts in the Enterprise segment for joint motion with partners

• Create and update a joint account pursuit plan with partners highlighting key RTMs and partners by account 

• Identify and engage the right Partner team members and CBMs for the prioritized accounts and support development of a proactive ecosystem strategy to drive pipeline growth, bigger deals and faster sales cycles 

• Ensure complete alignment with Partner teams (including CALs), CBMs and Account teams (SVPs through AEs)

Execution & Accountability (60%):

• Drive joint pursuit plan execution by mapping out activities (executive engagement, joint planning sessions) and communicating them to stakeholders (Ecosystem, Account teams) – aligned with quarterly and long-term pipelines

• Track progress against defined goals (utilizing dashboards/reports), collaborating with ecosystem and account teams and establishing KPIs for accountability

• Drive key meetings with partners in collaboration with CBMs and ensure attendance of right stakeholders, defined agenda, material readiness, pre-meeting discussions and follow-up on action items with clear owners & deadlines

• Actively solicit updates to address lagging areas and hold stakeholders accountable for action items

• Proactively review internal ‘big deal’ pipeline ($1M+ in TNB) to identify new opportunities and ensure proper partner structure is in place; Collaborate with account and ecosystem teams to allocate resources for high-potential leads

• Recognize patterns of success in the enterprise accounts with partners, bottle-them-up and find ways to scale them 

Account Team Enablement & Collaboration (10%):

• Ensure account teams have the knowledge of ecosystem partners' objectives, capabilities, and value proposition

• Establish clear communication channels to keep stakeholders informed of key account and partner development

Qualifications

Your Experience

• Bachelor’s Degree or equivalent, MBA a plus

• 10+ years experience in Business Management, Channel Management, or Business Development roles