Job Description

Our Mission
At Palo Alto Networks® everything starts and ends with our mission: protecting our way of life in the digital age by preventing successful cyberattacks. It’s not a small goal. It isn’t simple either, but we aren’t in this for the easy answer. As a company with a foundation in challenging the way things are done, we’re looking for innovators with a dedication to best. In return, your career will have a tangible impact – one that's working toward technology that affects every level of society.
Our mission doesn’t happen by treading softly – no, it happens by defining an industry. It means building products that haven't been thought of. It means selling products with a solutions mindset. It means supporting the infrastructure of a company that moves at an incredible speed – intentionally – to stay ahead of the world’s next cyberthreat.
Your Career
You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. Your success in this role will span the creation and execution of unique business plans with each potential. You’ll be measured primarily on the joint business executed with each partner. You’ll be working within all levels of large partner organizations and possess a commitment that focusses developing partnerships based on a long term, “outcome where everybody wins” strategy.
Your Impact
+ Drive the sale of the company’s portfolio through nominated resellers to achieve financial targets that adhere to the strategy set at the country or regional level
+ Champion the needs of the reseller and distributor within the company, ensuring the highest levels of responsiveness and engagement are met
+ Understand the Business of your selected Resellers and Distributors(s): by evaluating their Management Team’s strength, as well as their Credit and Financial stability
+ Analysis of their Return on Working Capital to enable learned discussions on increased profitability
+ Understand if the Solution Provider has Vertical / Horizontal expertise
+ Define their addressable market and quantify the share of that market
+ Evaluation of sales and technology skills and capabilities, are they focused on retaining, developing or acquiring business (RAD framework)
+ Understand their compensation structure and articulate rewards of overachievement for both the team and the individual when positioning company’s product
+ Knowledgeable of distribution inventory turns, optimization and POS reporting requirements
+ Agree and create strategic plans that address all functional areas of their business; to include SMART* objectives for Sales, Marketing and Services
+ Undertake QBR and regular business reviews with your Partners to ensure successful completion of objectives as outlined within the strategic plan
+ Review sales data to understand trends and propose appropriate strategies to increase revenue and margin attainment; focus should be on product blend (revenue / units), number of deal registrations per month / quarter, percentage of sales with partner-led, service attach rates and average discount to end customer
+ Weekly review and presentation of key deals / pipeline / funnel management that supports the forecast
+ Detailed reporting and maintenance of salesforce.com
+ Together with the reseller management regularly confirm all members of their team are aware and working towards the agreed objectives of the growth plan
+ Identification and relationship building with top performing sales employees, goal being to focus their attention on positioning company’s solutions over any other
+ Train sales and technical teams to competently up sell / cross sell company’s solutions including possible integration with alliance platforms
+ Accountable for the High Touch Account Mapping & Engagement between Palo Alto Networks and the reseller, review feedback between both teams on a regular basis
+ Drive regular customer demonstrations and evaluate win ratio against blind pricing opportunities
+ Work closely with the Director Channels APAC and RSD for the identification, analysis and appointment of suitable Solution Providers that adhere to the Business Plan set out by the RSD and Channels Director
+ Provide regular updates on company’s Primary Initiatives, Promotions and Pricing that may help in the execution of the overall plan
+ Review adoption rate of Promotions and seek feedback from Partner on success and how they could be improved to increase effectiveness
+ Liaise with Channel Marketing to understand partners Joint Marketing Funds (JMF) and how they will be utilized to deliver agreed business objectives
+ Training and positioning of company’s Total Cost of Ownership (TCO) and Return on Investment (ROI) tools should occur on a regular basis
+ CBM to have accountability for all engagement between the com
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