Senior Manager, Technology Partnerships SASE

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 are looking for a motivated, intelligent, hardworking and creative candidate to join the Palo Alto Networks Technology Partnerships Team (TPT) to focus on the SASE, Prisma Access Browser, AI access and data security product family.

The ideal candidate will be a technology and business generalist who can go broad and deep. (50% technical/50% business). They are technology and business architects.  They are deeply technical and (should/will*) possess an architectural and technology/business value mindset. They stay current and informed on technology trends, they thrive by driving the  art of the possible discussions, and focus on the value add of technical integrations.  They can ideate differentiated solutions ahead of the market. The ideal candidate would have had technology consulting experience with a focus on security or would have been an Systems engineer in pre sales, or a technical marketing engineer/Product Manager/Product marketeer. This role will require creating technical and business value propositions with partners and drive co build/co market and co sell motions with partners. Ability to create elegant slides, quantitative and qualitative value propositions will be critical for success in this role.

Your Impact 

Technology Value Proposition and Feasibility Analysis:

• Identify and prioritize key partners that solve key product challenges as defined by product management
• Evaluate the feasibility of integration based on partner API information, technical architecture and our product roadmap
• Analyze and develop technical and business  value propositions with key partners that help solve customer needs and are aligned with the product strategy and partnership thesis
• Pressure test value propositions with field/partner SE teams and key lighthouse customers
• collateral, integration guide,joint solution brief 

Partner and Sales enablement:

• Work with PMM and TME teams in creating material that will help partner field teams and RTM (CSP/GSI/Channel) understand the technical and business value proposition and the implementation steps
• Drive the GTM strategy of the offerings, at the partner and the customer
• Drive Pipeline and active follow through on co sell opportunities
• Work as a technology business development, as well as peers at the partner (including but not limited to: Technical, PMO, Product and Solutions marketing, Service Creation, Enablement) to craft & execute the business plan for offer/s developed
• Build POVs to showcase solutions; Participate on webinars and presentations
• Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
• You will educate the partner’s teams on the SASE platform value proposition to drive growth of our outcome-based solutions
• Work in highly collaborative environments to team with Account Managers, Sales Engineers, Marketing, and Channel Partners in the region to drive revenue and growth
• Help to exceed customer expectations by identifying impactful use cases that enable people to transform their businesses with SASE products
• Motivate and build extended teams around you to unlock the power of SASE within our customer base and partner organization
• Ensure partners have access to trial licenses and work with PM/TME teams to provide the  same

Joint Solution Creation

• Collaborate and advise Product management, Product marketing and technical marketing in creating the  technical joint value proposition for customers 
• Create technology blueprint/architecture  with partner(s) that demonstrates the value proposition
• Advise PM/PMM/TME team on the key joint solution features that will drive adoption of the integration
• Lead collaborations with the partner’s team to drive and build unique solution offerings, leveraging the technical strengths & capabilities of SASE
• Lead and support efforts defining solution architectures, design & implementation guides, and technical and business enablement plans that demonstrate SASE and the partner’s joint value proposition
• Interpreting partner requirements and translating them for internal constituents; align with Product Management to drive enhancements to SASE products to support partner use cases
• Support PM/PMM/TME team as they create the correct demo and other technical Your Technical Experience
• Ability to understand the different tech partnerships and their value proposition in the SASE tech stack
• Networks and Security background preferably have experience in SSE and SDWAN architectures and deployments
• Conduct technology and business value workshops with customer CTO/CIO teams and handle in depth technology questions on the joint value proposition
• Clearly communicating architectures and technical concepts to non-technical teams

Your Experience 

• High energy and the ability to work in a fast-paced environment
• Organized, responsive with great follow-thru with our partners
• Self starter and can work independently - we are a distributed global team so you need to work independently, know when you need help and speak up
• Strong collaboration and communication skills - you will represent Palo Alto Networks with dozens of vendors in the cybersecurity space
• Managing and leading transverse/cross organization programs
• Experience at a cybersecurity vendor, consultancy, reseller, GSI, etc. 
• Quick learner, interested in technology
• Fluent English (both written and spoken)
• Extra-Points Skills
• Experience in working with partners like Okta, ServiceNow
• Crafting crisp value propositions, use cases and value propositions for different customer and partner stakeholder personas
• Ability to drive pipeline with partners
• Understanding of Identity concepts and how IdP’s work
• Knowledge of NOC and SOC processes and operating models
• Pragmatic understanding of what ML/AI can do and the applicability to use cases

The Team

Delve into the world of Technology partnerships that are key growth levers for Palo Alto Networks.  You’ll work cross functionally, to drive SASE product partnerships and joint value propositions with key partners.

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 $152000/YR - $246500/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.