SASE Partner Development Manager

vor 4 Wochen

Munich, Bayern, Deutschland Palo Alto Networks Vollzeit

About the Role

The SASE Partner Development Manager will be responsible for driving the growth of Palo Alto Networks' SASE business through strategic partnerships. This role will focus on developing and executing plans to accelerate SASE sales, improve partner engagement, and enhance the overall partner experience.

Key Responsibilities

  • Strategy and Performance Ownership
    • Collaborate with DACH & MENA Channel teams to define SASE sales acceleration goals and objectives by Partner and other high-level metrics such as Joint offering, GTM, Capacity, and Capability by region.
    • Establish and track against key performance indicators (KPIs) and sales metrics, analyzing data to identify trends, opportunities, and areas of improvement.
    • Work closely with Alliance Directors and Region CBMs to propose pipeline generation frameworks and activities to manage and increase the sales pipeline, and lead generation activities.
  • Partner Process and Program Management
    • Evaluate and enhance the partner process to identify areas for improvement, streamline workflows, and increase efficiency.
    • Develop SASE campaigns and selling initiatives to meet the adoption and growth goals of SASE, and support their execution.
    • Identify internal bottlenecks and streamline processes with Mktg, Sales Ops, Business units, and IT support.
  • Ecosystems Community Engagement and Enablement
    • Provide guidance, coaching, and support to the partner team, fostering a culture of continuous learning and development.
    • Support the training programs in conjunction with Sales Enablement Team & GTM, tools, and resources to equip the Ecosystems Community with the necessary skills and knowledge to achieve sales targets.
    • Conduct regular assessments of the territory Partner Teams to identify team strengths, weaknesses, and areas for improvement on SASE engagement.
  • Partner Facing Activities and External Exposure
    • Participate in Exec partner SASE Pitches, Partner Roadshows, and other external events, representing Palo Alto Networks' strategy in access security transformation and implementing Zero Trust strategy.
  • Market and Competitive Insights
    • Stay updated on market trends, competitor activities, partner offerings, and customer needs to feedback/influence GTM with our Partners.

Qualifications

  • Strong experience in SASE sales - direct or through partners.
  • A hunter mentality, ideally with a combination of channel and end-user sales experience.
  • Prior experience building relationships with MSSP's, SI/GSI or Service Providers with proven ability to work with key executives.
  • Fluent English and German language skills.
  • Knowledge of sales, marketing, and solution development.
  • Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills.
  • Consistent track record of leading complex sales situations through negotiation and conflict resolution.

About Palo Alto Networks

Palo Alto Networks is a leader in the cybersecurity industry, and we're committed to providing our customers with the best possible solutions to protect their networks and data. We're looking for talented individuals who share our passion for cybersecurity and are eager to join our team.

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