Public Cloud Operations Manager, Azure

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.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks.  And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

The Palo Alto Networks Public Cloud Operations Manager is part of the team assigned to Azure on a global basis. This position is responsible for providing leadership, management, and strategy for the sell with/go-to-market engagement and all joint activities with Azure. They will have a myriad of different responsibilities to ensure leverage and consistent engagement with Azure to drive customer engagements, qualified pipeline, and cloud bookings that meet and exceed quota and expectations.  

The Cloud Operations Manager will be part of the team that coordinates Palo Alto Networks sales activities and will be a central conduit for engagement management between the Palo Alto Network’s sales organization and Azure. They will report to the Director of Public Cloud Business Development but will have several dotted line coordination requirements for consistent communication and engagement with Engagement Managers, IT, Finance, Marketing, Channels, Inside Sales and Product Marketing/Development. This position will require knowledge expert on all aspects of Azure and will be asked to present at QBRs, executive meetings, training, and events.

The Cloud Operations Manager is regarded as being highly strategic to the company and the Public Cloud initiative in regards to strategy, influence, and execution.  They are required to contribute to the larger Palo Alto Network’s Public Cloud strategy outside of their day-to-day activities and will be called upon for their subject matter expertise in training, QBRs, enablement, and other engagement activities.

It is expected that the Cloud Operations manager has consistent interaction and engagement with key stakeholders in Azure and internally, in support of the “sell with” activities with Azure. They will demonstrate a deep understanding of Azure go-to-market strategies including but not limited to marketplace processes, support processes, co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events, and funnel management.  Since this is a global role, they must be able to manage activities on a worldwide scale with sufficient attention to all four theaters.

Your Impact

• Manage all marketplace related activities with Azure
• Track all opportunities particularly related to marketplace, pipeline and bookings and provide forecasts and funnel management reports
• Provide analytics on key metrics such as bookings, pipeline
• Act as the interface between the Azure team and IT, Finance, Sales Ops to provide inputs in the automation business requirements documents, testing and implementation for all marketplace enhancements
• Be familiar with all new upcoming features in Azure marketplace and identify automation opportunities within these
• Manage all the current and future listings and offer creation on Azure marketplace
• Support the engagement managers in all theaters in publishing and booking private offers and plans on Azure marketplace
• Resolve issues with Azure support for exceptions
• Maintain dashboard of PANW’s Azure spend, perform analysis v/s commit spend
• Facilitate co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales, Azure engagement managers and the Azure sales teams
• Support Palo Alto Network’s field sales organization on engagement management with Azure
• Coordinate activities and have involvement with the Public Cloud virtual team of Business
• Track all deal metrics to help develop annual strategic plan and performance goals for the overall Azure partnership
• Understand and articulate Azure’s strategic initiatives and gain a deep understanding of the activities, roadmap and vis