Director Of Service Provider Partner Sales, NAM

Director of Service Provider Partner Sales, NAM

You will lead the Palo Alto Networks Service Provider (SP) partner sales team across North America. This exceptional team works with our SP partners 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 Director of NAM SP partner sales organization is also responsible for all aspects of Palo Alto Networks partnerships with key SP partners such as AT&T, Verizon, Lumen, CTBS and others including enablement, and sales.

We are seeking someone who is driven and excited for the opportunity to build and lead some of the key relationships. You will lead a highly motivated team to successfully strategize and execute the goals and sales targets for the business. 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 will include:

• Leading a highly motivated sales team and building out a structured GTM business for Service Providers
• Establishing executive relationships and driving 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
• Creating and driving the portfolio sales strategy and overall GTM, with a focus on growing net new business
• Understanding investments needed from products, marketing and enablement to drive these investments from inception through execution
• Experience building world-class SP sales organizations
• Working with the direct and channel sales teams to manage sales efforts typically focused around the sale of transformational solutions and shaping sophisticated/complex deals
• Managing 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
• Partnering with PANW Services teams, Field Sales, Business Development, Sales Operations, Legal, Marketing and other internal organizations

Your experience should include:

• 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 SP partner ecosystems and building large-scale businesses with SPs
• 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 Cyber Security 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
• Ability to travel