Full-Time Director, Technical Partnerships

We seek a highly motivated leader to drive global sales and business development initiatives for the Dell Technologies partnership.

Ideal candidate will have extensive experience in defining and scaling OEM sales processes across sales, offering, and go-to-market (GTM) teams within Dell. Proven track record in cultivating strategic relationships with Dell sales and executive leaders.

Responsibilities:

• Lead programs across multi-functional teams at both Palo Alto Networks and Dell.
• Enhance collaboration between joint sales and GTM teams.
• Accelerate revenue growth and improve client adoption of joint solutions.
• Develop or refine joint solutions and technical integrations alongside product and GTM teams.
• Scale efforts to support additional partners.
• Work cross-functionally to advance existing and develop new strategies to drive pipeline and accelerate revenue.
• Define partnership priorities with manager, product, GTM, and sales leaders.
• Define global business plan for unique technical integrations and OEM solutions.
• Identify programs to scale and grow pipeline for GTM and account teams.
• Escalate issues for strategic deals.
• Advocate for product and GTM innovations to improve business results.
• Execute joint GTM Sell-Through sales initiatives.
• Own launch program for all sales motions encompassing pipeline generation, systems enablement, and enablement.
• Manage global workstreams with cross-functional teams ensuring alignment and tracking execution.
• Deliver on key business metrics with Global Ecosystems, Product, GTM, and Sales teams.
• Report weekly numbers, attainment to targets, and execution.
• Manage weekly pipeline review.
• Address gaps through program changes.
• Support recurring and ad-hoc reviews.
• Drive definition and evolution of partner programs.
• Own contracts globally and track agreements with Legal teams.

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