Director, GCP Global Cloud Engagement

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

As a member of our GCP Cloud Engagement Team, you will build and drive global co-sell teams to exceed company revenue objectives while growing our security platform partnership with GCP  You’ll be responsible for building a high-performance sales culture that delivers results in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals. 

A challenge inspires you, rather than intimidates you, and you aren’t afraid of setting accelerated goals to drive you to succeed. More than that, you are motivated by empowering our partners clients to meet their cybersecurity needs and you are driven with an encompassing passion for solutions selling. The Director, GCP Global Cloud Engagement will report to the VP, Cloud Engagement, GCP but will have several dotted line coordination requirements for consistent communication and engagement with Business Development, Marketing, Channels, Inside Sales and Product Marketing/Development.  This position will be knowledge expert on all aspects of GCP and will be asked to present at QBRs, executive meetings, training and events.
 
Your Impact

• Manage and lead a team of Public Cloud Alliance Managers driving a $350+ million business with sales teams in achieving and exceeding revenue targets, building pipeline, and landing new customer logos with GCP
• Develop a regional business plan with clear actions to exceed regional revenue targets and build well qualified pipeline
• Work closely with regional sales leadership, Sales Engineering and Professional Services teams to build complete solution based proposals
• Deliver well-inspected, accurate weekly sales forecasts and pipeline management
• Support Palo Alto Network’s field sales organization on engagement management with GCP
• Insure Cloud Engagement Managers have well documented regional and engagement plans aligned with the GCP partnership objectives and differentiated strengths of the company
• Disciplined review Cloud Alliance Managers objectives on target enterprises, including follow up on leads generated from marketing campaigns as well as leveraging own network/relationships
• Assure District Sales Managers execute on leveraging alliances and relationships with key Partners in the region
• Evangelize the Palo Alto Networks Enterprise Security Platform with GCP leadership and partner communities and act as an ambassador for the GCP  partnership globally
• Provide an escalation point for pre-sales and post sales issues for any activity with the Public Cloud provider
   

Qualifications

Your Experience

• Proven ability to effectively manage sales or alliance teams with cloud partners
• Strong track record of over achievement against quarterly and annual sales targets
• Demonstrable experience in high-tech enterprise sales working with leading high-tech companies
• Demonstrate executive gravitas sufficient to engage negotiate and win new relationships at CXO level in our targeted partner markets
• Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts.
• Channel experience including selling with or managing channel partners is preferred
• Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies
• Demonstrated ability to work in a virtual and matrix environment
• Excellent communication skills with high-level decision
• Proven track record of structuring large complex deals
• Minimum Bachelors