Sr Manager, Channel Sales

Palo Alto Networks•Austin, TX

1d•Remote

About The Position

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! 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. Job Summary Your Career You will lead the Palo Alto Networks AT&T (AT&T) partner sales team across North America. This exceptional team works with A&T to utilize the Palo Alto Networks market leading security platforms to drive key security and business outcomes for our joint customers. They work with partners to develop joint solutions, support opportunities and drive the adoption of learning paths and certifications. This person can live anywhere in the US. The AT&T leader will be responsible for all aspects of Palo Alto Networks partnerships that include driving successful managed service offerings and adoption, resale partnership, pipeline generation, and collaborating with the marketing and technical teams to drive the necessary strategies to amplify comprehensive partnership success. We are seeking someone who is driven and excited for the opportunity to build and lead this strategic relationship. You will lead a highly motivated team to successfully strategize and execute the goals and sales targets for the partnership. You will work closely and collaboratively with the Global SP teams and with our sales and ecosystem teams to develop GTM plans including bookings and pipeline goals as well as executing the plans. Your Impact Lead a highly motivated sales team and build out a structured GTM business for the AT&T Partnership Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Palo Alto Networks and the SPs Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business Understand investments needed from products, marketing and enablement to drive these investments from inception through execution Experience building world-class SP sales organizations Work with the direct and channel sales teams to manage sales efforts typically focused around the sale of transformational solutions and shaping sophisticated/complex deals Manage sales efforts typically focused around the sale of transformational engagements, shaping sophisticated/complex deals that match client needs to joint Palo Alto and partner solutions Partner with PANW Services teams, Field Sales, Business Development, Sales Operations, Legal, Marketing and other internal organizations

Requirements

Deep understanding of how to successfully develop Service Provider partnerships in a complex environment.
Track record of success working with all types of Service Providers.
Exceptional leadership skills - a strong recruiter and motivator of people.
Resourceful, innovative and transformational.
Passionate about building great teams.
High EQ and ability to lead with positive influence.
Extensive experience developing and managing the partner ecosystems and building large-scale businesses with AT&T.
Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial mindset.
Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing.
Excellent at influencing others, both externally and internally - ability to communicate effectively and build consensus across various functional groups to achieve goals.
Industry knowledge of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts.
Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities.
Consistent track record of over achievement against quarterly and annual sales targets.
Demonstrable experience in high-tech enterprise sales working with leading high-tech companies with a record of overachievement.
Understanding of recent Cybersecurity trends and key vendors in the industry.
Consistent track record in selling & positioning network Security at a senior business level.
Very strong written & verbal communication skills.
Team player with a positive attitude and good customer service skills.
High levels of self-motivation, adaptability, ease of handling multiple responsibilities and able to work on own with minimal supervision.
High organizational skills and very strong relationship-building interpersonal skills.
Able to build a highly functional team. Includes strong interviewing and hiring skills as well as employee performance management capabilities.
Able to respond to team objectives.

Nice To Haves

Ability to travel

Responsibilities

Lead a highly motivated sales team and build out a structured GTM business for the AT&T Partnership
Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model
Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Palo Alto Networks and the SPs
Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business
Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
Experience building world-class SP sales organizations
Work with the direct and channel sales teams to manage sales efforts typically focused around the sale of transformational solutions and shaping sophisticated/complex deals
Manage sales efforts typically focused around the sale of transformational engagements, shaping sophisticated/complex deals that match client needs to joint Palo Alto and partner solutions
Partner with PANW Services teams, Field Sales, Business Development, Sales Operations, Legal, Marketing and other internal organizations