Our MissionAt 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 AreWe take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that 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 CareerThe Sr. Director of Technical Partnerships is a senior position responsible for all aspects of Palo Alto Network’s alliance with two select strategic partners. We are seeking someone who is driven and excited for the opportunity to lead two of the emerging relationships for our company. You will be a key business owner and part of a high-performance, matrixed team to successfully strategize and execute the goals and sales targets for the business. You will work closely with the Technical Partnerships team, the GTM team and the product organization to oversee and drive the creation of joint solutions.Complete ownership of the technical integrations and associated GTM and sales motions with select strategic partners which include defining the technology partner strategy along with product teams and execution of the overall strategy.There are many different opportunities across the business to create value with these strategic partners. It will require a dedicated focus and a differentiated approach to build a comprehensive go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who possesses a deep understanding of how to successfully develop partnerships and a leadership capacity to accomplish goals in a complex and collaborative environment. We need someone who will continually evaluate the market and look for new routes of business for our solutions, working to a three-year plan, delivered in phases.Your Impact
Lead the overall partner relationships and develop joint GTM strategy, with a focus on net new business creation
Establish executive level relationships with CTO and business leaders from our strategic partners who own the PANW relationship and business strategy
Develop unique integrations/offerings that can add pipeline / bookings via their reseller channels/ direct sales OR Palo Alto Network’s channel
Work with several Palo Alto Network teams, including the Technical Partnerships and Product Management & GSI teams, to align on market opportunity in order to get prioritization on respective speedboat roadmaps
Establish alignment with cross functional teams build shared goals with other internal PANW account owners
You and the matrixed team will need to gather, analyze, understand and apply contextual business information to support the joint offering development and the GTM approach for the joint solutions
Represent our strategic partners to senior staff, leading regular business reviews
Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
You will be measured on driving incremental growth tied to joint solutions
Responsible for all stages of the business life cycle (business development, product creation, enablement, and go to market)
Your Experience
BA, BS (or equivalent work experience or equivalent military experience required), MBA preferred
10+ years’ experience in Sales and GTM and 5+ years of Leadership/Management
Previous global executive experience running a $50M+ partner business
Experience directly working for a technology company, and the ability to understand the business from a strategic partnership perspective, to ensure the business is jointly successful
Experience working in multiple countries and the ability to differentiate your approach and strategy in different geos
Proven experience successfully working within a highly collaborative, matrixed environment
Experience and understanding of Sales, Marketing, Technical Partnerships and, Business Development
Industry knowledge of security product market trends, competitive products and directional awareness of Palo Alto Networks’ roadmap and technology development efforts
Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks’ customer base
Shown experience with building and delivering keynote presentations, training and other content to support the GTM needs of our strategic partners
40%-50% Travel with ability to travel internationally
Knowledge of the US Public Sector is a plus
Strong communication (written and verbal) and presentation skills
The TeamThe team is an elite group of hand-selected individuals driving our relationship with numerous strategic partners. This focused and experienced team works directly with our partner counterparts, as well as internally and externally to run our joint business plan. This role will be critical to ensuring we execute on time and on plan.Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our solutions.Compensation DisclosureThe 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/commissioned roles) is expected to be between $245000 - $336000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (http://benefits.paloaltonetworks.com/) .Our CommitmentWe’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 [email protected] .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.