Strategic Alliance Manager

1 month ago

Melbourne, Australia Palo Alto Networks Full time
Job Description

Your Career

As a Strategic Alliance Manager you will play a pivotal role in ensuring the success of our Tier 1 Partners in Australia. You will take ownership of the Channel Engagement  and collaborate with peers to cultivate relationships with select partners to drive growth in alignment with the company's strategic objectives.

Your Impact

  • Build a joint growth business plan with key strategic partners
  • Create the national strategy and manage interstate engagements
  • Establish strategic Executive alignment between PANW Executives and Partner Executives
  • Serve as an integral part of the channels and alliances team, closely aligned with the regional sales leaders and other stakeholders, becoming a trusted channel advisor
  • Collaboratively define partner GTM plans and objectives to enhance reach, efficiency, and execution
  • Drive greater adoption of our use cases and sales strategies
  • Organize Partner EBC’s collaborating with supporting functional teams
  • Build and manage pipeline with strategic partners 
  • Contribute to the development of partner programs 
  • Create Marketing events  tailored for your partners customers 
  • Define the reseller financial proposition and train field resources on best practices to foster field relationships
  • Set regional and district focused bookings and pipeline goals for each partner
  • Establish strong alignment with Sales, Pre Sales and Consultants within your partners  and measure return on investment - eg Solutions offerings created, Platform adoption
  • Create compliant partner incentives
  • Consistently promote priorities and programs to key partners at the executive level for increased productivity
  • Demonstrate the ability to scale with Tier 1 partners through collaboration with regional sales leaders
     

Qualifications

Your Experience

  • Relevant technology work experience, including significant knowledge and experience in Tier 1 Partner Sales in Australia
  • Proficiency in developing Partner  business plans, formulating partner strategies, and the ability to gauge success against key performance indicators and overall return on investment
  • Proven experience in influencing senior-level partner executives and/or partner principals
  • Strong leadership skills with the ability to develop and manage virtual sales teams
  • Exceptional communication skills, both written and oral, along with strong public presentation skills
  • Strong social skills, including the ability to collaborate and influence from a wide variety of sources/resources, both internal and external
  • Experience with Salesforce Dashboards and Reports is a plus
  • Experience with Google’s G Suite (Drive, Docs, Sheets, and Slides) is a plus
     


Additional Information

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered to market, sell and deliver our solutions. 
 

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  accommodations@paloaltonetworks.com.

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.

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