Full-Time Director, Technical Partnerships

Your CareerWe seek a highly motivated leader to join our Technical Partnerships team within the Global Ecosystems organization to drive global sales and business development initiatives for the Dell Technologies partnership.

The ideal candidate will have extensive experience in defining and scaling OEM sales processes across sales, offering, and go-to-market (GTM) teams within Dell.

You will have a proven track record in cultivating strategic relationships with Dell sales and executive leaders.

Your ability to lead programs across multi-functional teams at both Palo Alto Networks and Dell will enhance collaboration between our joint sales and GTM teams, accelerate revenue growth, and improve client adoption of our joint solutions.

Additionally, you will further develop or refine joint solutions and technical integrations alongside product and GTM teams to meet evolving client and market demands.

You must also be prepared to scale efforts to support additional partners as required.

Your Impact

Work cross-functionally across teams at Palo Alto Networks and at our partners to advance existing and develop new strategies to drive pipeline and accelerate revenue together.

Help define the partnership priorities in working in conjunction with direct manager and Product, GTM, and geo-level Sales leaders within Palo Alto Networks and our partners.

Help define a global business plan for unique technical integrations and OEM solution offerings with teams in Palo Alto Networks in collaboration with our Partner and potentially other partners in the Ecosystem.

Identify programs to scale and grow pipeline to yield opportunities that will transition to GTM and Account Teams.

Be an escalation point for GTM and Account Teams in support of strategic deals.

Advocate for Product and GTM innovations to improve business results for technical integrations and OEM solution offerings with an aim to differentiate over competitive offerings.

Identify emerging Product and GTM challenges and contribute to future solution strategies.

Execute joint GTM Sell-Through sales initiatives with target partners.

Own launch program for all sales motions for technical integrations and solution offerings that encompasses programs for pipeline generation and acceleration, systems enablement, and internal and partner sales enablement.

Manages all global workstreams with cross-functional teams including to ensure priorities and alignment on global business plan and track execution by owner.

Deliver on the key business metrics defined alongside our Global Ecosystems, Product, GTM and Sales teams.

Report weekly numbers, attainment to targets and execution against the business plan with stakeholders.

Manage weekly pipeline review and ensure pipeline supports global targets.

Address gaps through suggested program changes.

Support recurring and ad-hoc reviews on business performance.

Drive definition and evolution of the partner programs needed for our customers and partners to reliably leverage the power of our Ecosystem.

Own contracts globally and track new agreements working closely with Legal teams.

Your Experience

10+ years of experience working knowledge in a sales, business development or offering management capacity.

Deep expertise in Network and Cloud Security solutions.

Proven track record in selling, demonstrating, and deploying enterprise security solutions across OEM sales motions.

Notable experience in scaling OEM sales motions with Dell and other partners.

Strong experience in working with product and strategy teams to develop joint solution offerings.

Deep understanding of enterprise security trends, competitive solutions, and business drivers.

Experience collaborating with cross-functional teams - including sales, product, engineering, and marketing.

Effective communication skills with the ability to present complex security solutions to buyer and executive personas.

Strong understanding of technical partnerships and GTM strategies.

Program and project management skills and ability to manage people reporting into other organizations to desired outcomes.

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