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Role Description

Your Impact:

• Manage all joint co-sell with and go to market activities with AWS.
• Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (VP/SVP level) on a weekly basis.
• Field Presence: Maintain a consistent physical presence in the Northeast AWS/Partner ecosystems to drive 'desk-side' influence and real-time deal alignment.
• Data Integrity: Own the end-to-end accuracy of the 'Joint Pursuit' pipeline, ensuring all CRM data and marketplace tagging are current, vetted, and reflective of actual field engagement.
• Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports.
• Create co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and the AWS sales teams.
• Support Palo Alto Network’s field sales organization on engagement management with AWS.
• Assist with providing content for Public Cloud training curriculum and sales enablement.
• Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy.
• Develop annual strategic plan and performance goals for AWS.
• Provide support and coordination for channel activity with AWS.
• Understand and articulate AWS’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision of AWS.
• Provide an escalation point for pre-sales and post-sales issues for any activity with AWS.
• Build and maintain relationships with key personnel at AWS to solidify Palo Alto Network’s standing and awareness within the provider and to assist in the development of key relationships with the extended Palo Alto Network’s team and executives.
• Direct engagement and partner relationships are a critical part of this role.
• Help provide insight in the support of AWS events and attend/participate in the events.
• Provide support in the form of expertise and training for Palo Alto Network’s field sales enablement.

Qualifications

• BA, BS (or equivalent work experience or equivalent military experience required), MBA preferred.
• 10+ years’ experience in Sales Leadership – Account or Channel Management.
• Proven experience in the management of large global accounts.
• CSP (AWS, Azure, Google) experience preferred.
• Executive Communication: Advanced presentation skills with a demonstrated ability to tailor messaging for different audiences, from sales and technical PSMs to C-suite executives.
• Responsiveness & Discipline: A proven track record of operating effectively in a fast-paced, high-visibility environment, with a high degree of responsiveness to time-sensitive leadership requests.
• Location Requirement: This role is ideally based in the New York City metropolitan area to facilitate daily engagement with the Manhattan AWS and Palo Alto Networks offices.
• Channel experience including selling with or managing channel partners is preferred.
• Channel Program experience is a plus.
• Demonstrated history of managing quota bearing sales or channel teams.
• Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts.
• The role calls for knowledge of competitive security products.
• Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies.
• Demonstrated ability to work in a virtual and matrix environment.
• Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment.
• Strong communication (written and verbal) and presentation skills.
• "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business.

Requirements

• 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 the annual range listed below.
• The offered compensation may also include restricted stock units and a bonus.

Company Description

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.