Director, NetSec Solutions, MSP/ MSSP

Palo Alto Networks•Santa Clara, CA

2d•$273,600 - $319,200•Remote

About The Position

The Director for NetSec Solutions will lead rapid growth strategies for Palo Alto Networks’ Network Security offerings among Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), and Global Systems Integrators (GSIs). The role calls for direct experience building a network and security business with Tier 1 service providers and a leading SD-WAN/SASE provider, as well as a record of driving global growth in a fast, collaborative environment. The Director leads Technical PreSales Engineers and Service Creation Architects who identify, architect, and create partner offerings. Working with cross-functional leadership, Product Management, Marketing, Pricing, and Sales, the role defines and executes go-to-market strategy for the Network Security portfolio and develops offerings tailored to MSPs and other partners. The portfolio includes NGFW, SASE, SD-WAN, Prisma AIRS, and use cases such as Zero Trust Network Access, AI Runtime Security, FWaaS, SWG, CASB, DLP, and Enterprise Browser. The position expands MSP/MSSP routes to market, recruits strategic relationships, grows partner offerings, and drives sell-through go-to-market activity and partner-led pipeline. It also researches and executes ways to increase share of wallet among new customers and the installed base, represents product differentiation in customer conversations and executive briefings, and enables partner sales, sales engineering, and managed service teams. The role is remote and works with hybrid teams across geographies.

Requirements

At least 10 years of work experience working with or at MSPs, ideally in technical sales, Product, or go-to-market roles, with cybersecurity and networking experience applied to building the MSP route to market.
At least 5 years of experience in cybersecurity.
Intimate knowledge and experience building profitable managed security services.
A proven record of building and leading high-performing technical and non-technical teams.
Outstanding communication and presentation skills, including comfort interacting extensively with executive staff.
Ability to build sales playbooks, assets, and go-to-market strategies for the MSP route to market.
Ability to thrive in a matrixed team environment, anchored by the values of Collaboration, Disruption, Execution, Inclusion, and Integrity.

Nice To Haves

At least 15 years of work experience working with or at MSPs, ideally in technical sales, Product, or go-to-market roles, with cybersecurity and networking experience applied to building the MSP route to market.
Strong knowledge of the SD-WAN and SSE (full SASE) product and competitive landscape.

Responsibilities

Lead Technical PreSales Engineers and Service Creation Architects in identifying, architecting, and creating offerings for Tier 1 and Tier 2 partners and GSIs.
Align with cross-functional leadership on go-to-market strategy and execution for the Network Security portfolio with GSI, MSP, and MSSP partners.
Define and lead overarching offerings for target MSPs in partnership with Product Management, Marketing, Pricing, and Sales.
Optimize the full sales cycle and drive growth across SASE use cases, including Zero Trust Network Access, AI Runtime Security, SD-WAN, FWaaS, SWG, CASB, DLP, and Enterprise Browser.
Create and grow offerings across the NGFW and SASE portfolio, including Prisma Browser and Prisma AIRS.
Expand MSP/MSSP routes to market by recruiting strategic relationships and identifying offerings based on market needs.
Activate, accelerate, and sustain partner sell-through go-to-market activity and grow MSP-led pipeline, using weekly measurement and reporting.
Research, strategize, experiment, and execute ways to increase share of wallet in new logos and the installed base through GSI, MSP, and MSSP engagement.
Represent product differentiation and strategy in customer conversations and executive briefings.
Drive enablement and increase NetSec portfolio knowledge among MSP sales, sales engineering, and managed service teams.
Create processes and an environment for open communication and cross-functional feedback to drive change.