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About the Role
This role focuses on relationship management to drive measurable results in revenue, market share, and depth within national partners. Success will be measured by the creation and execution of business plans and joint business executed. The ideal candidate will have experience working at all levels of large strategic partner organizations and a long-term, win-win strategy for developing partnerships.
Responsibilities
- Drive growth by collaborating with Regional Channel Business Managers, Channel SEs, partner personnel, and ancillary stakeholders.
- Develop and execute business plans and sales execution strategies to maximize growth opportunities.
- Ensure partners are well-positioned for successful customer implementations and recommendations.
- Build trust and foster strong relationships with Dell Alliances, Sales, and Technical teams.
- Simplify technical messages to drive platform adoption in the joint customer base.
- Create services based on emerging and established technologies to increase revenue growth.
- Provide clear and consistent communication with dedicated partners to build strong relationships.
- Lead regular business performance and relationship reviews with senior management and stakeholders.
Requirements
- Experience working at all levels of large strategic partner organizations.
- High discernment and approach to develop partnerships based on a long-term, 'outcome where everybody wins' strategy.
- Experience working with Dell.
- Experience leading teams.
- Experience building Dell services and OEM offerings.
- Experience building out a partnership at a portfolio company.
- Experience driving metrics-based performance at Dell.
- Excellent instincts and shown ability to interface at senior leadership to individual contributor level with ease.
- Excellent executive communication and presentation skills.
- Successful track record of exceeding performance objectives.
- Understanding of channel operating models.
- Knowledge of sales, marketing, and solution development.
- Demonstrate strong initiative and ability to think creatively.
- Consistent track record of leading complex sales situations through negotiation and conflict resolution.
- Capable of performing in a virtual team environment.
- Negotiation and conflict resolution skills.
- Requires reliable transportation for business meetings and events.
- Must maintain a valid driver's license if driving for company business.
Skills
- Business Management
- Channel Management
- Business Development
- Enterprise software ecosystem knowledge
- Network security industry knowledge
- Cloud industry knowledge
- Executive communication
- Presentation skills
- Creative thinking
- Sales
- Marketing
- Solution development
- Negotiation
- Conflict resolution
Location
- Remote
Work Type
- Remote
- Hybrid
Experience Level
- 10+ years experience
Education Level
- Bachelor's Degree or equivalent
- MBA a plus
Salary/Compensations
- $272,000.00 - $374,000.00/yr
Benefits
- Restricted stock units
- Bonus
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 committed to providing reasonable accommodations for all qualified individuals with a disability.
- We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
- We cannot accomplish our mission without diverse teams innovating, together.
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.