Full-Time Partner Development Manager - SASE North Europe

Act as the Plan owner of the SASE Ecosystems plan for the covered region.

Carry the SASE Ecosystem Strategy by defining North Star objectives, Demand generation campaigns, Closing and Enablement plans.

Act as the SASE Subject Matter Expert for the ecosystems and internal channel communities

Monitoring execution of Plan across the partner patch in the region.

Collaborate across the board (Ecosystems leadership, Region leadership and Sales teams, Ecosystem teams, Marketing, Pre-sales, Enablement, Services, Acceleration office) to proactively create compelling initiatives to sustain business objectives.

Your Impact

Strategy and Performance Ownership on SASE

1. Strategy Development: Collaborate with EMEAL & Regional Channel teams to define SASE sales acceleration goals and objectives by Partner and other high-level metrics such as Joint offering, GTM, Capacity and Capability by region.
2. Performance Management: Establishing and tracking against key performance indicators (KPIs) and sales metrics, analyzing data to identify trends, opportunities, and areas of improvement.
3. Pipeline Management: Working closely with Alliance Directors and Region CBMs to propose pipeline generation frameworks and activities to manage and increase the sales pipeline, and lead generation activities.

Partner Process and Program Management on SASE

1. Partner SASE engagement Process Optimisation: Evaluating and enhancing the partner process to identify areas for improvement, streamline workflows, and increase efficiency.
2. Partner SASE Selling Industrialisation: Developing SASE campaigns and selling initiatives to meet the adoption and growth goals of SASE, and supporting their execution.
3. Partner Execution Improvement: Identifying internal bottlenecks and streamlining processes with Mktg, Sales Ops, Business units and IT support.

Ecosystems Community Engagement and Enablement on SASE

• Ecosystem team Coaching and Mentoring on developing SASE motion within their partners: Providing guidance, coaching, and support to the partner team, fostering a culture of continuous learning and development.
• Sales Pitch Enablement Support: Supporting the training programs in conjunction with Sales Enablement Team & GTM, tools, and resources to equip the Ecosystems Community with the necessary skills and knowledge to achieve sales targets.
• Partner Team Performance Analysis: Conducting regular assessments of the territory PartnerTeams to identify team strengths, weaknesses, and areas for improvement on SASE engagement.

Partner Facing Activities and External Exposure

• External Event Participation: Participating in Exec partner SASE Pitches, Partner Roadshows, and other external events, representing Palo Alto Networks’ strategy in access security transformation and implementing Zero Trust strategy.

Market and Competitive Insights

• Market Analysis and Competitive Intelligence: Staying updated on market trends, competitor activities, partner offerings and customer needs to feedback/influence GTM with our GSI partners.

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