Sr Manager, NAM Partnerships - Kyndryl

Palo Alto Networks • Austin, TX

1d • $272,000 - $374,000 • Remote

About The Position

The Sr Manager, NAM Partnerships will manage go-to-market (GTM) activities for the Kyndryl Americas business, working with the NAM GSI RVP to develop and support GTM activities across Strategic, Majors, and Enterprise segments. The role partners with regional core and specialist sales teams and Kyndryl counterparts to promote joint sales plays, generate net-new business, and increase market share. It focuses on measurable outcomes, including increased bookings and net-new customer acquisition through sales and marketing efforts. The manager collaborates with internal and partner teams on sales, marketing, and enablement, and prepares partner plans and supports partner business reviews.

The position is remote and works across Palo Alto Networks and Kyndryl teams to develop business plans, strengthen partner relationships, support deal and pipeline execution, educate Kyndryl teams on Palo Alto Networks’ enterprise security platform, and coordinate regional sales and marketing activities. It also includes regular onsite visits to regional Kyndryl teams and travel to business meetings and events as needed.

Requirements

• Degree-level education in business or a similar discipline.
• At least 10 years of sales experience in a high-tech environment focused on services.
• At least 5 years of indirect sales experience, including partner management with System Integrators and/or tier-one Value Added Partners across multiple countries, and a track record of service creation.
• Proven sales campaign management abilities, ideally across multiple routes to market such as MSSP, resale, and influence.
• Experience using and implementing structured sales techniques across the full sales cycle, including opportunity identification and qualification, business development, order fulfillment, and ongoing account management.
• Strong understanding of GSI go-to-market models.
• Understanding of gross margin and margin blend, with the ability to conduct CxO conversations.
• Demonstrable track record of campaign delivery and ability to use listening, questioning, qualifying, gaining commitment, negotiating, summarizing, and closing skills to achieve targets.
• Results-oriented approach and proven ability to deliver against stretch targets.
• Ability to demonstrate natural team leadership as well as effective team-player skills.
• Strong verbal and written communication skills.
• Excellent presentation skills and ability to influence senior stakeholders within a partner organization.
• Commercial astuteness and ability to promote and sell company offerings conceptually, explaining business benefits as well as product features.
• Reliable transportation for travel to and from company business meetings and events; if driving for company business, a valid driver’s license is required.

Nice To Haves

• Kyndryl partner management experience.
• Cybersecurity experience.

Responsibilities

• Co-develop the Americas business plan with the local Kyndryl team and support from the NAM GSI RVP, aligning Kyndryl industry segments and market units with Palo Alto Networks’ Strategic, Majors, and Enterprise sales segments.
• Establish a regular relationship-building cadence and lead partner-peering exercises to strengthen the partnership.
• Support joint opportunities at the deal level, including pipeline development, weekly tactical progress support, order management, and timely purchase-order submission in line with Salesforce forecasts.
• Educate the North America Kyndryl team on Palo Alto Networks’ enterprise security platform value proposition.
• Build relationships with relevant Kyndryl and Palo Alto Networks regional leads to support training, enablement, marketing, sales, and support.
• Conduct inbound and outbound telephone calls and weekly onsite visits to regional Kyndryl teams to identify sales opportunities, grow pipeline, and build connectivity and relationships.
• Work with joint country leadership across Sales, SE, Marketing, and Channel to implement local business plans and ensure appropriate Kyndryl stakeholders participate in and approve the plans.
• Develop and lead quarterly business reviews with cross-functional stakeholders from both organizations to measure progress against mutual business objectives.
• Communicate Kyndryl development needs to internal teams and translate those needs into solutions.
• Work with Kyndryl teams to generate leads proactively and introduce Palo Alto Networks to Accenture clients and prospects.
• Balance short-term initiatives with longer-term development objectives.
• Work with the sales team on tactical deal-level pricing strategies and use additional investment and enablement capacity.
• Prepare partner plans and support partner business reviews.

Benefits

• The compensation may include restricted stock units and a bonus.
• Employee benefits are referenced in the posting, but specific benefits are not listed.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior