Sr Manager, Channel Sales

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.

You will lead the Palo Alto Networks AT&T (AT&T) partner sales team across North America. This exceptional team works with A&T to utilize the Palo Alto Networks market leading security platforms to drive key security and business outcomes for our joint customers. They work with partners to develop joint solutions, support opportunities and drive the adoption of learning paths and certifications.

This person can live anywhere in the US.

The AT&T leader will be responsible for all aspects of Palo Alto Networks partnerships that include driving successful managed service offerings and adoption, resale partnership, pipeline generation, and collaborating with the marketing and technical teams to drive the necessary strategies to amplify comprehensive partnership success.

We are seeking someone who is driven and excited for the opportunity to build and lead this strategic relationship. You will lead a highly motivated team to successfully strategize and execute the goals and sales targets for the partnership. You will work closely and collaboratively with the Global SP teams and with our sales and ecosystem teams to develop GTM plans including bookings and pipeline goals as well as executing the plans.

• Lead a highly motivated sales team and build out a structured GTM business for the AT&T Partnership
• Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model
• Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Palo Alto Networks and the SPs
• Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business
• Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
• Experience building world-class SP sales organizations
• Work with the direct and channel sales teams to manage sales efforts typically focused around the sale of transformational solutions and shaping sophisticated/complex deals
• Manage sales efforts typically focused around the sale of transformational engagements, shaping sophisticated/complex deals that match client needs to joint Palo Alto and partner solutions
• Partner with PANW Services teams, Field Sales, Business Development, Sales Operations, Legal, Marketing and other internal organizations

• Deep understanding of how to successfully develop Service Provider partnerships in a complex environment. Ideally, you possess a track record of success working with all types of Service Providers.
• Exceptional leadership skills - a strong recruiter and motivator of people - Resourceful, innovative and transformational - Passionate about building great teams - High EQ and ability to lead with positive influence
• Extensive experience developing and managing the partner ecosystems and building large-scale businesses with AT&T
• Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial 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 - ability to communicate effectively and build consensus across various functional groups to achieve goals
• Industry knowledge of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts
• Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Consistent track record of over…