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Sales@2X

GSI Business Manager - Accenture & IBM Alliance, JAPAC (Singapore/Australia based)

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

The GSI Business Manager will pursue non-linear growth for Palo Alto Networks in the Japan and Asia Pacific theatre (JAPAC) through building alliances with two of our most important strategic alliances: Accenture and IBM. 

We are looking for a candidate to work with PANW leaders to develop strategy, but who can also roll up their sleeves and help execute that strategy, working closely with our field sales teams. This is a unique opportunity to make your mark by taking our growing GSI business to the next level and beyond, working in a dynamic and supportive environment.  

Your success in this role will be defined by the creation and execution of localised business plans with each partner and measured primarily on the joint business executed with each designated partner. Within Palo Alto Networks, you will work with theatre, regional and country leaders and sales teams, the global GSI team, and theatre speedboat teams. You will work closely with Accenture and IBM alliance, sales, leadership and consulting teams. The role includes significant executive exposure: you will be maintaining relationships with senior GSI executives in JAPAC and facilitating executive engagement between the GSIs and Palo Alto Networks. 

You will report directly to the JAPAC VP for Strategic Partnerships. However, you will work closely with the Global GSI teams and be responsible for importing global best practices and initiatives to JAPAC. 

Do you have experience of working at all levels of large strategic partner organisations?  Are you a strategic thinker, who is not afraid to roll-up their sleeves and work directly with sales teams? Do you have the skills and experience to lead a diverse team to success through influence and dotted lines, as opposed to direct management? Do you have the drive to develop partnerships based on the long term "outcome where everybody wins strategy"? If so, this may be the role for you!

Your Impact

  • Develop and execute regional joint business plans which drive all aspects of the partner relationship including sales and pipeline development, executive interlocks, business development, enablement, certification plans and partner marketing

  • Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales organisation.

  • Evangelise the respective joint value proposition and service offerings to Accenture and IBM regional and industry sales teams as well as internally with Palo Alto Networks account and specialist sales teams.  Lead the charge on account targeting and orchestrate meetings to create new joint pipeline and drive business to close.

  • Develop and complete capacity plans to assure the partners are well positioned to deliver successful customer implementations

  • Regular communication across the theatre, which promotes the success of the partnership

  • Lead regular business performance/relationship reviews with senior management

  • Build and maintain activity and performance reports and dashboards

The location may be Singapore, Sydney or Melbourne.

Your Experience

  • 5+ years in GSI business management, channel management or business development role within the enterprise software ecosystem (cybersecurity preferred)

  • A good understanding of GSI operating models. Previous experience working with Accenture and/or IBM as a GSI partner is an advantage (but not a requirement)

  • Demonstrated ability to interface successfully across organisations: from senior leadership to individual contributor level

  • Adept at moving quickly between low-level execution and high-level critical thinking and organisation

  • Strong communication (written and verbal) and presentation skills.

  • Outstanding relationship building skills across internal and partner shareholders

  • Successful track record of exceeding performance objectives

  • Experience and success operating within the enterprise/major accounts/global market

  • High discernment with sales, marketing and solution development mindset

  • Capable of performing in a fast paced, virtual team environment

  • Negotiation and conflict resolution skills

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.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, 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.


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