Sr. Manager, Ecosystems GTM Programs and Business Development

About the role

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together.

Responsibilities

• Work on the Palo Alto Networks Global Managed Services GTM Program team who collaborates with our strategic partners to utilize the Palo Alto Networks market leading security platforms to drive key security and business outcomes for our joint end customers.
• Help these partners to develop joint solutions and service opportunities.
• Develop managed and/or professional services provided by partners leveraging Palo Alto Networks technology.
• Identify joint value proposition for strategic partnerships.
• Drive new product and service development, including productization, lead-to-cash processes, OSS/BSS operationalization, and development of solution storyboards with SP and MSSP partners.
• Build and maintain strong relationships with SP and MSSP Palo Alto Networks partner sales, product and marketing teams.
• Establishment and maintenance of contractual relationship between Palo Alto Networks and partner in cooperation from PANW Legal.
• Lead consultative sales and business development activities, including strategy development, executive-level discussions, relationship initiation, market dynamics assessment, service and solution definition, and monetization models.
• Identify target market segments, quantify market opportunities, assess the competitive landscape, and engage relevant partners and consultants to unlock new growth opportunities.
• Commercial modeling & end-customer pricing consultation; including consideration of monthly/annual billing.
• Service description & use case definition; including technology capabilities, support models, and collateral creation.
• Planning and Orchestration of Technical enablement of delivery, operations, professional services, and/or consulting for initial launch.
• Aid in capitalization, project management, and advising of best practices.
• Continuous lifecycle management and operational enhancements/optimization of service following initial launch.
• Capture feedback & ideate around new product initiatives/enhancements.

Qualifications

• Bachelor’s degree or higher; relevant industry certifications (e.g. CISSP) encouraged
• 10+ years Experience across the SP and MSSP providers ecosystem, including Global Carriers, Tier 1 and Tier 2 Operators, Regional Service Providers, MSOs, MNOs, indirect channels, Data Center Operators, and Cloud Providers
• Minimum 8+ years of experience working in or with SP and MSSP providers and network operators in Sales, Channel Sales, Engineering, Business Development, Product Management, or Consulting
• Prior System Engineering background or strong technical acumen preferred
• Experience with the Service Provider / Network Operator product development lifecycle, including the ability to develop, launch, operationalize, and enable go-to-market strategies for new SP and MSSP managed services
• Experience with direct and indirect sales strategies, including communications services GTM
• Experience with channel programs, channel policies, and channel management
• Highly-driven individual with an execution focus and a strong sense of urgency with an entrepreneurial and self-motivated mindset
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing
• Excellent at influencing others, both externally and internally, and an ability to communicate effectively while building consensus across various functional groups to achieve goals
• Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities with minimal supervision
• Very strong written and verbal communication skills
• Ability to travel at least 50% of the time