Full-Time Director, NetSec Solutions, MSP/MSSP

The Director for NetSec Solutions will embody the Palo Alto Networks vision and culture, leading the rapid growth strategies for our Network Security offerings for our Managed Service Providers (MSP), Managed Security Service Providers (MSSP) and Global Systems Integrators (GSI). The ideal candidate has direct experience building a network and security business with a Tier 1 Service Provider(s) and a leading SD-WAN/SASE provider, and brings a proven track record of driving global growth in a fast, collaborative environment.

• Lead team of Technical PreSales Engineers and Service Creation Architects who identify, architect, and create offerings for our tier 1 & 2 and GSI Partners.
• Align with cross-functional leadership teams on GTM strategy and execution path for our Network Security portfolio (NGFW, SASE, SD-WAN, Prisma AIRS, etc) with GSI / MSP / MSSP Partners.
• Define and lead the overarching offering to a target MSP - partnering with Product Management, Marketing, Pricing, and Sales - to drive full sale cycle optimization, growth, and acceleration supporting different use cases within SASE that include Zero Trust Network Access, AI Runtime Security, SD-WAN, FWaaS, SWG, CASB, DLP, Enterprise Browser, etc.
• Create and grow new offerings within our NGFW and SASE portfolio, including Prisma Browser and Prisma AIRS.
• Expand MSP / MSSP routes to market by recruiting new strategic relationships or identifying new offerings based on market needs.
• Activate, accelerate, and sustain the sell-through GTM motion with MSP / MSSP and drive significant growth in MSP-led pipeline and provide weekly progress through measurement and reporting discipline.
• Research (qualitative and quantitative), strategize, experiment and execute on new ways to increase our share of wallet in new logos and installed base through engagement with GSI / MSP / MSSP.
• Represent our product differentiation and strategy in customer conversations and EBCs
• Drive enablement & increase knowledge of NetSec portfolio with MSP’s Sales, Sales Engineering, and Managed Service teams.
• Create an environment and process for open communication and a feedback loop between all functions to drive change.

15+ years of work experience working with or at MSPs, ideally with relevant work in technical sales / Product / GTM roles, with experience in cybersecurity and networking, specifically applied to building the MSP route-to-market

• Intimate knowledge and experience in building profitable managed security services
• Strong knowledge of the SD-WAN and SSE (full SASE) product and competitive landscape
• A proven track record of building and leading high-performing teams (technical and non), with outstanding communication and presentation skills - must be comfortable interacting extensively with executive staff
• Adept at building new sales playbooks, assets and GTM strategies for the MSP route to market
• Thrives in a matrixed team environment, anchored by our values of Collaboration, Disruption, Execution, Inclusion and Integrity

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