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About the Role

This role focuses on relationship management to achieve measurable results in increased revenue, market share, and depth within the Softcat sales teams. Success will span the creation and execution of a unique business plan, measured primarily by joint business executed with Softcat across UK&I. You will work within all levels of the partner organization with a commitment to a long-term, outcome-based strategy and results.

Responsibilities

Develop and execute a business plan driving all aspects of the partner relationship to maximize growth opportunities and ensure the partner is well-positioned to deliver successful customer implementations and recommendations
Proactively drive pipeline generation and cultivate a strong sales-minded orientation across all partner motions
Design a compelling value proposition that inspires the partner to promote our solutions, with the ability to motivate the partner from reactive to strategic alignment
Create services based on our emerging and established technologies, increasing revenue growth and partner mindshare
Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
Operate in a highly matrixed set-up and seamlessly direct and influence virtual teams
Lead regular business performance and relationship reviews with senior management and various stakeholders
Build and maintain the activity of performance reports and activity dashboards

Requirements

Experience in Channel Management and/or Business Development roles within the enterprise software ecosystem and/or cyber security industry
Proven track record in Ecosystem Business Management, with specific experience working with Softcat is highly preferred
Proven track record of revenue attainment and service creation with Ecosystem partners
Understanding of the Channel operating models
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

Skills

Cyber security domain knowledge
Negotiation
Conflict resolution
Presentation skills
Written communication skills
Overall communication skills

Location

Remote

Work Type

Remote
Hybrid

About the Company

Palo Alto Networks® is united by a shared mission to protect our digital way of life.
We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
We are committed to providing reasonable accommodations for all qualified individuals with a disability.

Equal Opportunity

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.