North America Go-To-Market (GTM) Manager, IBM Partnership

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.

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 manage GTM activities for the IBM Palo Alto Networks Americas resale business.   The GTM Manager will work with in-region core and specialist sales teams, working closely with IBM counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts.   Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion.  Prepare and deliver partner plans and support partner business reviews. 

Your Impact

• Co-develop with the Americas IBM team, the Americas business plan that will provide appropriate execution steps to achieve target growth by
  • IBM’s Service Lines,  Industry Segments & Market Units
  • Palo Alto Networks’ Sales Segments (Strategic, Majors, Enterprise)
• Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
• Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
• Educate the North America IBM team on our enterprise security platform value proposition to drive growth
• Build relationships with the relevant IBM & Palo Alto Networks Regional Leads, to help support the business (training, enablement, marketing, sales, support, etc.)
• Accept inbound and perform outbound telephone calls and make weekly onsite visits to regional IBM teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building
• Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans - Ensure the right cross-functional and decision-making stakeholders at IBM are involved in the Business Plan process and sign-off on its approval
• Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
• Actively work with the IBM teams to proactively generate leads and to have Palo Alto Networks introduced to IBM clients and prospects
• Balance short-term initiatives with longer-term development objectives
• Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity

Qualifications

Your Experience

• Minimum 5 years of sales experience in a hi-tech environment focusing on services - Cybersecurity experience preferred but not required
• Minimum 3 years in indirect sales with proven experience in partner management with System Integrators and or tier-one Value Added Partners across multiple countries including a track record of service creation
• Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence)
• Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and