Director, NetSec Solutions, MSP/ MSSP

Palo Alto Networks•Santa Clara, CA

1d•Remote

About The Position

The Director for NetSec Solutions will lead strategies to grow 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, along with a record of driving global growth in a collaborative environment. The position is remote, with teams collaborating across geographies. The Director leads Technical PreSales Engineers and Service Creation Architects who identify, architect, and create partner offerings. Working with Product Management, Marketing, Pricing, Sales, and other leaders, the role aligns go-to-market strategy and execution for the Network Security portfolio. It defines and develops MSP offerings, creates new NGFW and SASE offerings, expands routes to market, and drives partner sell-through, pipeline growth, customer engagement, and enablement.

Requirements

At least 10 years of 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 cybersecurity experience.
In-depth knowledge and experience building profitable managed security services.
Proven ability to build and lead 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.

Nice To Haves

At least 15 years of 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 developing offerings for Tier 1 and Tier 2 partners and GSIs.
Align cross-functional leadership on go-to-market strategy and execution for the Network Security portfolio with GSI, MSP, and MSSP partners.
Define and lead offerings for target MSPs in partnership with Product Management, Marketing, Pricing, and Sales, optimizing the full sales cycle and supporting SASE use cases.
Create and grow offerings across the NGFW and SASE portfolio, including Prisma Browser and Prisma AIRS.
Expand MSP and 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 motions; grow MSP-led pipeline and report progress weekly.
Research, strategize, experiment, and execute ways to increase share of wallet among new customers and the installed base through GSI, MSP, and MSSP engagement.
Represent product differentiation and strategy in customer conversations and executive briefing center engagements.
Enable MSP Sales, Sales Engineering, and Managed Service teams and increase their knowledge of the NetSec portfolio.
Establish open communication and feedback processes across functions to drive change.