Partnerships Analyst

Palo Alto Networks•Burbank, CA

8d•Remote

About The Position

In this role, you will define the global strategy and focus on building and maintaining our sales plays with our hyperscaler partners. The initial scope will include the SASE and Observability sales plays but newer sales plays may be added to the charter. These plays will drive measurable outcomes, including increased pipeline, opportunities and bookings. Success will be defined by your ability to strategize, develop, execute and govern sales play development and enablement plans with other stakeholders, internally in the ecosystems and product teams and externally within the hyperscalers and customers. You will operate at all levels of hyperscaler organizations from C-level to sellers and technical resources. This role requires a strong technical knowledge of the rapidly evolving SASE and Observability ecosystem, PANW’s and the hyperscalers’ capabilities in this space to jointly add value to mutual customers.

Requirements

4-6 years of strategic leadership experience in alliance management, product strategy, or business development, with a proven track record of scaling high-growth businesses and managing complex, cross-functional organizational ecosystems
Demonstrated executive presence with the ability to influence C-suite stakeholders and lead cross-company transformation initiatives
Industry knowledge of security product market trends, including awareness of Palo Alto Networks Security roadmap and technology development efforts, and understanding of competitive SASE security products
Industry knowledge of Hyperscaler strategy and roadmap, Knowledge should include how they partner with ISVs
Well versed with use of various AI tools in the normal course of business
Proven ability to think strategically and execute creatively
"Whatever it takes" attitude and motivation to do whatever is necessary to assist in winning business

Responsibilities

Lead global cross functional teams (product management, engineering, sales execution) to develop and deliver on a plan with each hyperscaler (Google Cloud, AWS, Microsoft Azure and Oracle Cloud) on SASE and Observability Sales Plays (more sales plays will be added subsequently)
These plans will include incremental pipeline, opportunities and bookings goals.
Govern sales play level planning and execution by leading quarterly business reviews (QBRs) and regular operational cadence
Demonstrate thought leadership through a deep technical understanding of security solutions and product roadmaps from both Palo Alto Networks and hyperscalers
Work with internal and hyperscaler product teams and broader ecosystems team to identify appropriate technical integrations to make the joint value proposition to customers more compelling
Oversee the strategic integration of our SASE and Observability offerings into hyperscaler marketplaces, ensuring our technical value proposition is accurately positioned to drive automated co-sell opportunities
Define the global account segmentation strategy and investment model for sales plays, ensuring alignment with hyperscaler sales leadership to maximize pipeline velocity
Prepare an enablement plan and deliver focused enablement sessions to customers, hyperscaler sellers, PANW sellers, partner sellers and technical resources
Create and communicate compelling value propositions that motivate partners to prioritize our solutions
Present joint value proposition with partner teams at partner events and conferences
Track feedback from stakeholders to continuously improve the effectiveness and completeness of the sales play strategy