セキュリティ対策に革命を。

Our Mission

At Palo Alto Networks®, we’re 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. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Sr. CSP CBM, Northeast: AWS

Our Mission  

At Palo Alto Networks®, everything starts and ends with our mission:

Being the cybersecurity partner of choice and 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, 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.

We’re changing the nature of work. Palo Alto Networks is evolving 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. Because it FLEXes around each employee based on their individual choices, employees are empowered to push boundaries and help us all evolve together.

Your Career 

The Sr. CSP CBM is part of the team assigned to AWS to cover the  NorthEast territory. This position is responsible for providing leadership, management and strategy for the sell with/go-to-market engagement and all joint activities with AWS. The CSP CBM manager will have a myriad of different responsibilities to ensure leverage and consistent engagement with AWS to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations. The CSP CBM Manager will be part of the team that coordinates Palo Alto Networks sales activities and will be a central conduit for engagement management between the Palo Alto Network’s sales organization and AWS. The CSP CBM will report to the Director of Sales, AWS North America, but will have several dotted line coordination requirements for consistent communication and engagement with Business Development, Marketing, Channels, Inside Sales and Product Marketing/Development. This position will be knowledge expert on all aspects of AWS and will be asked to present at QBRs, executive meetings, training and events.

The successful candidate will demonstrate high analytical rigor, maintaining a real-time, data-driven view of the territory’s health. This role requires a 'CEO of the Territory' mindset, where the manager takes full ownership of reporting accuracy, partner sentiment, and executive-level updates.

The CSP CBM is regarded as being highly strategic to the company and the CSP initiatives in regards to strategy, influence and execution. The CSP CBM is required to contribute to the larger Palo Alto Network’s Public Cloud strategy outside of their day to day activities and will be called upon for their subject matter expertise in training, QBRs, enablement, and other engagement activities. It is expected that the CSP CBM manager has consistent interaction and engagement with customers, strategic vendors, channel partners and other third parties in support of the “sell with” activities with AWS to drive net new pipeline. The CSP CBM will demonstrate a deep understanding of AWS go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events and funnel management.  

Your Impact 

● Manage all joint co-sell with and go to market activities with AWS 

●Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (VP/SVP level) on a weekly basis.

●Field Presence: Maintain a consistent physical presence in the Northeast AWS/Partner ecosystems to drive 'desk-side' influence and real-time deal alignment.

●Data Integrity: Own the end-to-end accuracy of the 'Joint Pursuit' pipeline, ensuring all CRM data and marketplace tagging are current, vetted, and reflective of actual field engagement.

● Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports 

● Create co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and the AWS sales teams 

● Support Palo Alto Network’s field sales organization on engagement management with AWS 

● Assist with providing content for Public Cloud training curriculum and sales enablement 

● Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy 

● Develop annual strategic plan and performance goals for AWS 

● Provide support and coordination for channel activity with AWS

● Understand and articulate AWS’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision of AWS

● Provide an escalation point for pre-sales and post sales issues for any activity with the AWS

 ● Build and maintain relationships with key personnel at AWS to solidify Palo Alto Network’s standing and awareness within the provider and to assist in the development of key relationships with the extended Palo Alto Network’s team and executives 

● Direct engagement and partner relationships are a critical part of this role 

● Help provide insight in the support of AWS events and attend/participate in the events 

● Provide support in the form of expertise and training for Palo Alto Network’s field sales enablement 

Your Experience 

● BA, BS (or equivalent work experience or equivalent military experience required), MBA preferred

● 10+ years’ experience in Sales Leadership – Account or Channel Management

● Proven experience in the management of large global accounts

● CSP (AWS, Azure,Google) experience perferred.

●Executive Communication: Advanced presentation skills with a demonstrated ability to tailor messaging for different audiences, from sales and technical PSMs to C-suite executives.

●Responsiveness & Discipline: A proven track record of operating effectively in a fast-paced, high-visibility environment, with a high degree of responsiveness to time-sensitive leadership requests.

●Location Requirement: This role is ideally based in the New York City metropolitan area to facilitate daily engagement with the Manhattan AWS and Palo Alto Networks offices.

● Channel experience including selling with or managing channel partners is preferred

● Channel Program experience is a plus

● Demonstrated history of managing quota bearing sales or channel teams

● Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts

● The role calls for knowledge of competitive security products

● Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies

● Demonstrated ability to work in a virtual and matrix environment

● Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment

● Strong communication (written and verbal) and presentation skills

● "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business

Qualifications

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$272,000.00 - $374,000.00/yr

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.