Full-Time Director, SASE, MSP / MSSP, Americas

Your Career
The Director for SASE, MSP / MSSP will embody the Palo Alto Networks vision and culture, leading the rapid growth strategies and Go-To-Market (GTM) execution for our SD-WAN and SASE offerings for Managed Service Providers (MSP) and Managed Security Service Providers (MSSP). The ideal candidate is one who has direct experience building network and security business with a Tier 1 Service Provider(s), as a leading SD-WAN / SASE provider, and who brings a proven track record of driving global growth in a fast and collaborative environment.
Your Impact

• Create alignment across leadership teams on the GTM strategy and execution path for our SASE business with MSP / MSSP’s
• 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 includes Zero Trust Network Access, SD-WAN, FWaaS, SWG, CASB, DLP, Enterprise Browser, etc.
• Create and grow new offerings within SASE, including the Prisma Access Browser for end customers as a Sell-Through model
• Expand MSP / MSSP routes to market by recruiting new strategic Tier 1 or Tier 2 partners to cover different market segments and use cases within SASE
• 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 MSP / MSSP
• Represent our product differentiation and strategy in customer conversations and EBCs
• Drive enablement & increase knowledge of Prisma SASE 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
• Run a US-specific team of Technical Sales Managers (pre-sales engineers) supporting different T1 and T2 partners. while also supporting the global team to provide local support for Global MSP/MSSPs across the deal cycle

Your Experience
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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