Service Provider Alliance 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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback - it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

**Job Description**:
**Your Career**

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team at OCD and OBS. Your success in this role will span the creation and execution of unique business plans with each potential. You’ll be measured primarily on the joint business executed with this strategic partner at an international level, working at the heart of the Orange Account Team. The governance will be managed across global for service creation, pan-EMEA LATAM (this role) for service activation and program execution in respective markets, as well as collaborating with the local sales and ecosystems teams at PANW. Your focus will be to drive enhanced alignment between the sales teams at PAN+Orange, as well as driving execution with excellence across account planning and pipeline management on all joint opportunities.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change. but in general if a role is deemed office-based we want our teams to be together four days per week.

**Your Impact**
- Develop and execute business plans in collaboration with the Account Director, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
- Work well in a team environment to ensure partner and customer satisfaction
- Design a compelling value proposition that inspires this strategic partner to promote our solutions
- Develop/activate services based on our emerging and established technologies increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
- Provide clear and consistent communication (internally and externally) across the region with BT to build strong partnerships throughout your assignment
- Lead regular business performance and relationship reviews with senior management and various stakeholders
- Build and maintain the activity of performance reports and activity dashboards

**Qualifications**:
**Your Experience**
- Experience in Global Service Provider management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
- Understanding of SP operating models
- Knowledge of sales, marketing, and solution development
- Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
- Consistent track record of leading complex sales situations through negotiation and conflict resolution
- Bachelor's degree or equivalent military experience required

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 in the use and sales of our products.

**Our Commitment**

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

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