Copy of Partner Development Manager - Cloud Service Providers

This role can be based in London, Amsterdam, Munich or Paris

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!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the Microsoft and Oracle sales teams. Your success in this role will span the creation and execution of regional business plans with each partner. You’ll be measured primarily on the joint business executed with each partner in the form of customer wins and revenue. You’ll be working within all levels of your assigned partner organizations and possess a commitment that focuses on developing partnerships based on the long term “outcome where everybody wins” strategy. 

Your Impact

• Develop and execute regional go to market plans driving account alignment, partner engagement, pipeline development and sales execution with and through Microsoft Azure and Oracle’s OCI platform to maximize growth opportunities for Palo Alto Networks solutions available on those platforms.

• Act as the regional subject matter expert on Azure Marketplace and Azure CSP Cosell as well as OCI Marketplace and OCI Cosell, including managing Private Offer and Multi Party Private offer transactions with the field and partners. 

• Work well in a team environment to ensure partner and customer satisfaction

• Design a compelling value proposition that inspires partners to promote our solutions 

• Work as part of an extended EMEA Ecosystems team to ensure your partners are aligned with major GTM motions and leverage complementary CSP ecosystems partners including resellers, GSI’s and SI’s.

• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment

• Lead regular business performance and relationship reviews with regional management and extended stakeholders 

• Build and maintain performance reports and activity dashboards

Your Experience

• Understanding of Cloud Service Provider operating models

• Proven experience developing co-selling programmes with Cloud Service Provider partners

• Experience operating internationally and with different international cultures

• Confidence building and developing C-Level relationships within partners

• Knowledge of sales, marketing, and solution development

• Experience in Global Service Providers, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry

• 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

The Team

Our Go-to-Market (GTM) organization is the connection between our clients’ cybersecurity needs and Palo Alto Networks’ set of solutions.  Comprising account managers, systems engineers and sales specialists, our team is committed to client satisfaction and the continued growth of our business.  Our sales team members work hand-in-hand with organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. 

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 $$ - $$/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.