Sase Partner Development Manager

vor 2 Wochen

Wien, Österreich Palo Alto Networks Vollzeit

**Company Description** This role can be based anywhere in Germany, Austria or Switzerland**
***
**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 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
**Job Description** Your Impact**
- Strategy and Performance Ownership on SASE
- Strategy Development - Collaborate with EMEAL & Regional Channel teams to define SASE sales acceleration goals and objectives by Partner and other high level metrics such as Joint offering, GTM, Capacity and Capability by region
- Performance Management - Establishing and tracking against key performance indicators (KPIs) and sales metrics, analyzing data to identify trends, opportunities, and areas of improvement
- Pipeline Management - Working closely with Alliance Directors and Region CBMs to propose pipeline generation frameworks and activities to manage and increase the sales pipeline, and lead generation activities
- Partner Process and Program Management on SASE
- Partner SASE engagement Process Optimisation - Evaluating and enhancing the partner process to identify areas for improvement, streamline workflows, and increase efficiency
- Partner SASE Selling Industrialisation - Developing SASE campaigns and selling initiatives to meet the adoption and growth goals of SASE, and supporting their execution
- Partner Execution Improvement - Identifying internal bottlenecks and streamlining processes with Mktg, Sales Ops, Business units and IT support
- Ecosystems Community Engagement and Enablement on SASE
- Ecosystem team Coaching and Mentoring on developing SASE motion within their partners - Providing guidance, coaching, and support to the partner team, fostering a culture of continuous learning and development
- Sales Pitch Enablement Support - Supporting the training programs in conjunction with Sales Enablement Team & GTM, tools, and resources to equip the Ecosystems Community with the necessary skills and knowledge to achieve sales targets
- Partner Team Performance Analysis - Conducting regular assessments of the territory PartnerTeams to identify team strengths, weaknesses, and areas for improvement on SASE engagement
- Partner Facing Activities and External Exposure
- External Event Participation - Participating in Exec partner SASE Pitches, Partner Roadshows, and other external events, representing Palo Alto Networks’ strategy in access security transformation and implementing Zero Trust strategy
- Market and Competitive Insights
- Market Analysis and Competitive Intelligence - Staying updated on market trends, competitor activities, partner offerings and customer needs to feedback/influence GTM with our GSI partners

**Qualifications** Your Experience**
- Strong experience in SASE sales - direct or through partners
- A hunter mentality, ideally with a combination of channel and end user sales experience
- Prior experience building relationships with MSSP's, SI/GSI or Service Providers with proven ability to work with key executives
- Fluent English and German language skills
- 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 Additional Information
- Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
- Cross-functional influence, relationship building, and project management skills toward a broad constituency rangin

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