Global Alliance Sr Manager - Protivity & Wipro

Palo Alto Networks•Charlotte, NC

2d•$162,000 - $262,000•Remote

About The Position

The Global Alliance Sr Manager is responsible for all aspects of Palo Alto Network’s alliance with Protivity and Wipro, including the overall P&L and sales targets of the business. This role involves creating strategy and executing goals and sales targets for the business. The Sr Manager will work closely and collaboratively with the Protivity Services teams and key Palo Alto Networks teams to oversee and drive the creation and delivery of joint solutions. A comprehensive go-to-market strategy will be built to support the performance expectations of the relationship. This role requires a clear understanding of successfully developing partnerships in a leadership capacity, with a continuous evaluation of the market for new routes of business for our solutions. An ideal candidate will have a track record of success working with GSIs with strong existing Protivity relationships. This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Requirements

BA, BS, MBA preferred
8+ Years’ experience in GTM/BD/General Management running a significant partner business
Deep understanding of Global Systems Integrator business models through direct experience working at a GSI or managing GSI alliances.
A strong network at Protivity would be ideal.
Experience working in multiple countries and the ability to differentiate your approach and strategy in different geos
Proven experience successfully working within a matrixed environment
Experience and understanding of Sales, Marketing, Customer Success, 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 delivering comprehensive security solutions to the customer base
30%-50% Travel with ability to travel internationally
Strong communication (written and verbal) and presentation skills

Responsibilities

Own and lead the joint business and GTM plan, with prioritized investments aligned to building long term growth and success.
Be the leader for the Protivity business and take responsibility for the annual sales targets and associated Global GTM.
Responsible for creation of joint solutions that are aligned with key client challenges and significant markets for both Palo Alto Networks and Protivity.
Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business and large platformization deals.
Lead regular business reviews and provide analysis of success and pain points.
Ensure the success of Protivity delivery teams in the field, supported by PANW professional services, support and training teams.
Manage sales efforts typically focused on transformational engagements, shaping complex deals that match client needs to joint PANW/Partner solutions.
Manage interfaces with PANW Services teams, Field Sales, Business Development, Legal, Contracting, HR, Recruiting, Marketing, and other internal organizations.