Job Description
Your Career
The Senior Manager will possess a broad business, IT architecture and SaaS and security experience. This role requires a person who understands the SaaS application ecosystem, enterprise architectures and has built and managed partnerships with critical SaaS application companies like ServiceNow, SAP, Salesforce, Workday.
The person will have technical expertise and business acumen and can put pen to paper and work in a hands-on manner with product management, marketing, sales, legal and finance stakeholders within the company and with key partners.
They have depth of technical expertise in SaaS applications and cybersecurity and also bring in business skills in creating joint technology and business value propositions with partners.
They should have the ability to create use cases and value propositions that can activate routes to market like GSI’s, CSP’s, VAR / Channel partners and direct sales.
They should display learning agility, ruthless prioritization, and an ability to dive deep into the details.
The Senior Manager would build strong relationships within all levels of our partners’ business and technical organization to influence PANW solutions adoption, working hand-in-hand with solution managers / architects.
They will work with Product management in defining the partnership strategy in alignment with product strategy and execute and build partnerships with key SaaS applications, Generative AI and identity companies.
Your Impact
Technology Partnership Planning Create and drive strategic technology partnerships in alignment with product strategy and plans from RTMs, speedboats, and product teams with clear pathways to pipeline and revenue targets
Craft co-sell agreements and joint GTM motions with critical SaaS, generative AI and identity partners that will drive revenue growth while increasing the wallet share for the Palo Alto networks SASE / AI Access portfolio
Build use cases and joint value propositions and activate routes to market
Work with large GSI, CSP partners leveraging technology integration, OEM agreements, co-sell agreements in creating value propositions that deliver customer and partner value
Showcase thought leadership by identifying and parsing industry trends and customer feedback to recommend, plan for, and address core market opportunities with new technology partnerships
Drive the definition, business development, asset creation, enablement, and contracts of technology partnerships
Provide management insights and understanding on the various new partnerships opportunities and ideal target segments
Technology Partnerships DevelopmentDefine repeatable solutions & use cases, understand technology ecosystem, craft compelling positioning and articulate better together with technology partners
Create Co sell , OEM motions with technology partners that align with their and Palo Alto RTM motions
Technology Partnerships Go To Market and Sales SuccessCollaborate with RTMs to seed and develop strategic opportunities based on technology partnerships
Enable sales / partners on the solutions messaging, content and other resources (lab / demos / POCs )
Extended solutions support for high-touch / at-scale sales programs partnering with RTMs to advance key strategic solution-based opportunities
Drive thought leadership by engaging partners
Influence market adoption of joint solutions with technology partners
Solution Content Development / DisseminationDevelop solution level sales playbooks in collaboration with solution architects
Identify, plan and develop solution level training for partners
Work with marketing to formalize / size the content for internal and external consumption
Work with marketing to distribute the content and engage partners on an ongoing basis
Enable sales / partners working with marketing and enablement resources
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