Full-Time ISV Alliance Director

We're seeking an experienced Technology Alliances Partner Sales Director to join our team and spearhead the expansion of our co-selling ecosystem.

In this role, you will collaborate closely with our sales leadership and cross-functional teams to propel our Palo Alto Networks technical partnerships as a leading co-sell engine.

As a pivotal contributor, you will drive the activation of strategic partnerships with industry-leading Independent Software Vendors (ISVs), executing successful go-to-market strategies that deliver growth and measurable value for both Palo Alto Networks and our partners.

Your Impact

• Drive growth through innovative and impactful business solutions, cementing Palo Alto Networks as a trusted partner for top industry players.
• Execute strategic business plans for key technology alliances, to create repeatable, scalable models that ensure consistent partner engagement and revenue.
• Cultivate and maintain field-level buy-in with both internal and external stakeholders, aligning strategic objectives and KPIs for long-term partnership success.
• Formulate business cases, deal economics, and strategic frameworks that align with our corporate objectives, leveraging strong architecture and enterprise expertise.
• Collaborate with the technical partnerships and marketing teams to create co-branded go-to-market artifacts, including pitch decks and case studies, to facilitate joint go-to-market initiatives.
• Establish a sourcing engine to drive and monitor partner-sourced pipelines and sales activities, utilizing metrics and analytics to forecast and report on performance.
• Develop essential sales tools and partnership materials to support partner go-to-market efforts, including playbooks, presentations, and marketing assets.
• Drive co-sell project timelines, develop artifacts, and ensure seamless partnership activation and execution.

Your Experience

• 10+ years of experience in technology alliances, partner management, or business development roles within the Security software industry, with a focus on ISV partnerships.
• Background in cybersecurity, with an operational understanding of SaaS, Cloud Security and the Security Operations Center.
• Strong understanding of the cybersecurity market landscape, including competitor offerings, industry trends, and emerging technologies.
• Sales mentality—able to establish, develop, and optimize processes with minimal supervision, adapting strategies to evolving business needs.
• Proven experience in creating, managing, and expanding co-sell relationships with partner industry leaders.
• Demonstrated ability to drive successful outcomes through collaborative efforts with technology alliance partners.
• Excellent presentation skills and a track record of creating impactful artifacts, such as pitch decks, business cases, and solution frameworks.
• Willingness to travel to key partner sites, and support in-field collaboration in person - 70% of the time.

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