Director, Technical Partnerships - Dell

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!

Your Career

We seek a highly motivated leader to join our Technical Partnerships team within the Global Ecosystems organization to drive global sales and business development initiatives for the Dell Technologies partnership. The ideal candidate will have extensive experience in defining and scaling OEM sales processes across sales, offering, and go-to-market (GTM) teams within Dell. You will have a proven track record in cultivating strategic relationships with Dell sales and executive leaders. Your ability to lead programs across multi-functional teams at both Palo Alto Networks and Dell will enhance collaboration between our joint sales and GTM teams, accelerate revenue growth, and improve client adoption of our joint solutions. Additionally, you will further develop or refine joint solutions and technical integrations alongside product and GTM teams to meet evolving client and market demands. You must also be prepared to scale efforts to support additional partners as required.

Your Impact

• Work cross-functionally across teams at Palo Alto Networks and at our partners to advance existing and develop new strategies to drive pipeline and accelerate revenue together
• Help define the partnership priorities in working in conjunction with direct manager and Product, GTM, and geo-level Sales leaders within Palo Alto Networks and our partners
• Help define a global business plan for unique technical integrations and OEM solution offerings with teams in Palo Alto Networks in collaboration with our Partner and potentially other partners in the Ecosystem
• Identify programs to scale and grow pipeline to yield opportunities that will transition to GTM and Account Teams.  Be an escalation point for GTM and Account Teams in support of strategic deals
• Advocate for Product and GTM innovations to improve business results for technical integrations and OEM solution offerings with an aim to differentiate over competitive offerings. Identify emerging Product and GTM challenges and contribute to future solution strategies
• Execute joint GTM Sell-Through sales initiatives with target partners. Own launch program for all sales motions for technical integrations and solution offerings that encompasses programs for pipeline generation and acceleration, systems enablement, and internal and partner sales enablement. Manages all global workstreams with cross-functional teams including to ensure priorities and alignment on global business plan and track execution by owner
• Deliver on the key business metrics defined alongside our Global Ecosystems, Product, GTM and Sales teams. Report weekly numbers, attainment to targets and execution against the business plan with stakeholders. Manage weekly pipeline review and ensure pipeline supports global targets Address gaps through suggested program changes. Support recurring and ad-hoc reviews on business performance
• Drive definition and evolution of the partner programs needed for our customers and partners to reliably leverage the power of our Ecosystem
• Own contracts globally and track new agreements working closely with Legal teams

Your Experience 

• 10+ years of experience working knowledge in a sales, business development or offering management capacity
• Deep expertise in Network and Cloud Security solutions
• Proven track record in selling, demonstrating, and deploying enterprise security solutions across OEM sales motions. Notable experience in scaling OEM sales motions with Dell and other partners
• Strong experience in working with product and strategy teams to develop joint solution offerings
• Deep understanding of enterprise security trends, competitive solutions, and business drivers
• Experience collaborating with cross-functional teams - including sales, product, engineering, and marketing
• Effective communication skills with the ability to present complex security solutions to buyer and executive personas
• Strong understanding of technical partnerships and GTM strategies
• Program and project management skills and ability to manage people reporting into other organizations to desired outcomes

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/com-missioned roles) is expected to be between $212000/yr - $292000/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.