SP Partner Sales Manager - USPS - Palo Alto Networks

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.

Who We Are 

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.  

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few! 

Your Career

You will manage NAM GTM Service Provider activities for US Public Sector and SLED (State, Local and Education) for Verizon, Lumen, BT and other Service Providers.The SP Manager has the primary responsibility of working with a strategic set of service provider partners, who want to go–to–market with PANW powered managed security services, resell and service their existing and new customers for their cybersecurity needs. The SP Manager will work closely with the Services Creation, Sales Engineering and Marketing teams and the partner leadership teams to develop GTM business plans to promote joint sales plays and drive net–new business and incremental market share.The role will focus on delivering measurable results, including increased bookings and increased net–new customer acquisition through sales and marketing efforts. Collaborate with cross–functional internal and partner teams to drive GTM sales, marketing and enablement motion. Prepare and deliver partner plans and support partner business reviews.

Your Impact

• Develop in collaboration with Service Creation, Marketing and Sales Engineering teams, SP business territory plan forced on the US Public Sector and SLED markets, with real action plans and a regular cadence of business performance and relationship reviews and KPI targets around SP GTM offers, participation, pipeline generation and bookings
• Build a regular cadence of relationship–building, responsible for "partner peering" exercises to enable stronger partnerships
• Work at a deal level to facilitate the joint pipeline, provide continuous tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
• Build relationships with the relevant SP leaders & Palo Alto Networks Regional Leaders, to help support the business (training, enablement, marketing, sales, support, etc.)
• Accept inbound and perform outbound calls and drive industry planning, client event sessions with SP teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building
• Manage MDF funds for Service Provider partners for enablement and demand generation activities that drive Palo Alto Networks initiatives, such as new logos and pipeline generation
• Maximize Focus Service Provider Partner impact – Make Palo Alto Networks the CyberSecurity GTM partner of choice – Position PANW market leadership to jointly develop unique SP solutions and offerings that will drive SP differentiation and joint market awareness
• Work jointly with Sales, SE, Marketing, and Channel teams to implement business plans – Ensure the right cross–functional and decision–making stakeholders at SPs are involved in the Business Plan process and sign–off on its approval
• Develop and lead Quarterly Business Reviews (QBR) with cross–functional stakeholders from both organizations to measure progress against mutual business objectives
• Share and communicate SP development needs to internal teams – translate needs into solutions and outcomes
• Actively work with the SP teams to proactively generate leads and to have Palo Alto Networks introduced to SP clients and prospects
• Balance short–term initiatives with longer–term development objectives
• Work with sales team on tactical deal–level pricing strategies and leveraging additional investment and enablement capacity
• Measures of success for this position – creation of comprehensive GTM partner plan for each SP, successful onboarding of new SPs, demand generation activity execution with SPs for net new logos, partner enablement, pipeline creation, and bookings goal attainment

Your Experience 

• Education to degree level in business or similar discipline or equivalent military experience required
• Minimum 5 years of sales experience in a hi–tech environment focusing on services – Cybersecurity experience preferred but not required
• Minimum of 3 years experience working with Public Sector or SLED entities – Good understanding of Federal and State level contracts, federal agencies and compliance requirements
• Minimum 3 years in indirect sales with proven experience in partner management with Service Providers and or tier–one Value Added Partners including a track record of service creation focused on US Public Sector and SLED
• Proven sales campaign management abilities, ideally with multiple Routes–To–Market (e.g., MSSP, Resale, Influence)
• Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management
• Strong understanding of Service Provider GTM business plan development and execution
• Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations
• Demonstrable track record of campaign delivery – The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
• Results–oriented with a proven ability to deliver against stretch targets
• Maturity to display natural leadership as well as team player skills
• Articulate verbally and in writing
• Excellent presentation skills with the ability to influence at senior levels within a Partner organization
• Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features

The Team

Our Service Provider GTM team is collaborative, high activity, driven and focused in building out our SP GTM organization. We are one team, focused towards a common goal to drive successful SP partnership and mutual client success.

Compensation Disclosure 

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $225,000/yr to $309,000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.