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Sales@2X

Cloud Service Providers Alliance Manager - Japan

Description

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.

Our Approach to Work

We lead with personalization and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office with some flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate on the industry’s best cybersecurity solutions together!

Your Career

The Palo Alto Networks Cloud Service Partner Alliance manager is a senior specialist position within the Ecosystem organization with dotted line reporting to the JAPAC Cloud Service Partner business team. This position is an overlay position that specializes in Public Cloud and driving public cloud engagements within the Ecosystem organization.

The Public Cloud Partners Alliance Manager is responsible for 1) engagement with Cloud Service Provider like AWS, Google Cloud, Azure and Oracle 2) revenue generation through target cloud providers and includes the recruitment, engagement, management and creation of the joint Go-To-Market strategy with a selected list of “Born in the Cloud” (BiC) Solution Providers 3) engage Tech Alliance partners to generate pipelines as a tentative role

Your Impact

  • Develop and execute regional joint business plans which drive all aspects of the Cloud Service Partner relationship including: sales and pipeline development, executive interlocks, business development, enablement, certification plans and partner marketing
  • Facilitate joint selling between focus CSPs and Palo Alto Networks sales teams
  • Consistently engage with and communicate with the field sales team of AWS, Google Cloud, Azure and Oracle and Google to generate pipeline
  • Act as the knowledge leader for CSP in the regional Ecosystem organization - Conduct consistent training and communications for the Ecosystem organization
  • Support the regional ecosystem organization on CSP opportunities within the traditional NextWave partners
  • Work with regional Ecosystem leadership to identify a focus Born in the Cloud partners in region
  • Recruit, engage, manage and create joint Go-to-Market strategies with selected focus partners - Own every aspect of the partner engagement and deliver against performance objectives
  • Manage all associated pipeline and public cloud opportunities and provide consistent and timely reporting on all engagements with Born in the Cloud 
  • Manage and ensure new partner’s compliance against all NextWave Public Cloud tier requirements and program guidelines including executed partner agreements
  • Participate and contribute for all channel related program creation for Public Cloud
  • Consistently engage with Global/regional Technical Alliance partner to generate pipeline and set GTM strategies 
  • Attend and present at public cloud specific trade shows, industry events, internal meetings, field marketing events to represent public cloud channels
  • Develop and execute regional joint business plans which drive all aspects of the Cloud Service Partner relationship including: sales and pipeline development, executive interlocks, business development, enablement, certification plans and partner marketing
  • Facilitate joint selling between focus CSPs and Palo Alto Networks sales teams
  • Consistently engage with and communicate with the field sales team of AWS, Google Cloud, Azure and Oracle and Google to generate pipeline
  • Act as the knowledge leader for CSP in the regional Ecosystem organization - Conduct consistent training and communications for the Ecosystem organization
  • Support the regional ecosystem organization on CSP opportunities within the traditional NextWave partners
  • Work with regional Ecosystem leadership to identify a focus Born in the Cloud partners in region
  • Recruit, engage, manage and create joint Go-to-Market strategies with selected focus partners - Own every aspect of the partner engagement and deliver against performance objectives
  • Manage all associated pipeline and public cloud opportunities and provide consistent and timely reporting on all engagements with Born in the Cloud 
  • Manage and ensure new partner’s compliance against all NextWave Public Cloud tier requirements and program guidelines including executed partner agreements
  • Participate and contribute for all channel related program creation for Public Cloud
  • Consistently engage with Global/regional Technical Alliance partner to generate pipeline and set GTM strategies 
  • Attend and present at public cloud specific trade shows, industry events, internal meetings, field marketing events to represent public cloud channels

Your Experience

  • Proven experience in building joint partner Go-to-Market strategies and execution of all plans including but not limited to - joint goals/KPIs, demand creation, over achieving bookings targets, joint marketing, solution and professional services creation, customer satisfaction, whitespace penetration and competitive positioning
  • Native level of Japanese and high-business level of English
  • Fast paced, high growth company experience
  • Understanding of Public Cloud and the uniqueness of public cloud architectures
  • Demonstrated experience in collaborating with direct sales teams on partner engagements to drive pipeline and revenue
  • Excellent communication skills including strong verbal and written skills and proven presentation skills being able to articulate complex topics
  • Proven experience in recruiting strategies and execution of recruiting new partners
  • Strong understanding of Enterprise and Cybersecurity markets including a deep understanding of the competitive landscape
  • Proven operational skills including deep experience with Salesforce.com, reporting, program compliance and ensuring data integrity
  • 5+ years of deep, proven Ecosystem sales experience

The Team 

Our Sales team members work hand in hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our Sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development. As a member of our Sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment

We’re trailblazers that dream big, 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  accommodations@paloaltonetworks.com .

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.


Life At Palo Alto Networks

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