Partner Services Sales Manager

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Job Description

Your Career

As a member of the Palo Alto Networks Americas Services Sales Team, the successful “Partner Services Sales Manager'' will be responsible for working with Americas based largest Partners and distribution to build, sell and deliver Partner branded value-added services that support and complement Palo Alto Networks product sales into their accounts. These services include the building and sale of partner Professional Services (implementation, migration and optimization services) and Go To Market motions for the sale of partner support, training and managed services. The successful candidate will be employing world-class partner management, collaboration and program skills to identify areas of need in our business. They will work hand in hand with our Sales Teams, Channel Business Managers, MSSP teams, Global PS/Support and our direct sales leadership teams to ensure partners are building, selling and delivering high quality services as part of their Palo Alto Networks solutions.

By influencing partner leadership on the value of services in helping customers maximize their use of the products to reduce their risk of cyber-attack, partners will realize the value of the solution increasing upsell opportunity, reducing risk of replacement while providing an increased margin profile opportunity for our partners with higher margin services.

Your Impact

Key Activities

• Assess our largest partner’s current services offerings and guide them to deepen, widen and optimize their PANW services offerings across our portfolio

• Engage our direct sales teams, Partners, and CBM teams in identifying and positioning opportunities for partner services attach through regular SFDC opportunity report reviews

• Align core and partner sellers for PANW/Partner co-delivered opportunities to ensure successful customer deployment strategies

• Consult Palo Alto Networks APS and ASC program leadership to identify and recruit partners into the APS program and to drive Partner attendance in Lab Workshops and other PS hands on training programs

• Work with the ASC and MSSP teams in understanding our go to market strategy and driving our best practices into Focus partners developing support and managed offerings

  
  

Success Definition

• Partners are trained and capable to market, sell and deliver service offerings that ensure customers success and maximize the use of our solutions so they ultimately buy more and refer us to others

• Every sale of Palo Alto Networks is accompanied by the appropriate amount of services to ensure customer success and satisfaction

• Our partners go back to every customer they have sold to in the past, perform Health Checks / utilize AIOps and sell PS/remediation services that optimizes the use of our products

• Tracking and reporting on the amount of and quality of services that is being sold by our partners

• The person in this role will be supporting a large team of channel managers and engineers, must be a team player, able to work with direct sales teams and have experience working with channel partners. Proven experience enabling partners to launch and sell services to large enterprise companies with successful results working in a sales overlay role in a reseller or manufacturer is required.

  Domestic travel is required. It is desirable that the candidate has knowledge of security infrastructure and security operations with practical knowledge of infrastructure products and software that will be installed adjacent to the Palo Alto Networks solutions

Qualifications

Your Experience

• 7+ years of sales experience and working within service consulting organizations

• 3 – 5 years of channel or partner experience in selling services and strong understanding of partner profitability

• Self-motivated and detail oriented

• Strong communication (written and verbal) and presentation skills, both internally and externally

• Superb organizational and prioritization skills

• 'Whatever it takes' attitude and motivation to deliver above quota performance

Preferred (but not required)

• Experience defining and building a manufacturer’s services or reseller services organization

• Experience working with Channel partners and understanding of a channel centric go to market approach.

Additional Information

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $242,000 - $309,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here .

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected] .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Motor-Vehicle Requirement:

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.