Full-Time SASE Ecosystem Acceleration Lead

Your CareerAs an Acceleration Channel Specialist for Palo Alto Networks' Prisma Cloud Speedboats, you will be instrumental in driving strategic alignment across a diverse channel ecosystem, including MSSPs, Managed Services, CSPs, GSIs, and Service Providers. Your focus will be on expanding opportunities by leveraging a deep understanding of how to identify growth areas and pull in the right resources to advance the sales pipeline.

You will foster collaboration between PANW Account Executives (AEs), field teams, and partner representatives to ensure alignment in messaging and strategy.

Additionally, you will simplify complex technical concepts and create targeted training programs that drive business outcomes and pipeline growth across multiple segments.

Your Impact

1. Establish Training Programs for Partner Sellers
• Develop and deliver training programs to equip partner sellers with the skills to effectively position Prisma Cloud.
• Simplify complex technical content into easy-to-understand material, ensuring partners can clearly articulate the value of Prisma Cloud's Visibility and Control, Risk Prevention, and Runtime Protection.
• Contribute to self-service training materials aligned with the channel ecosystem’s GTM plan.

2. Launch and Execute Campaigns
• Collaborate with the marketing team to launch campaigns targeting customer meetings and pipeline generation.
• Execute partner-focused campaigns with measurable follow-up, driving Partner Deal Registration and expanding customer meetings.

3. Train Partners on Upsell Motions and Sales Plays
• Develop training sessions focused on renewals, expansion, and upsell motions, ensuring partners understand how to drive cross-sell and upsell opportunities around cloud security.

4. Drive Synergy Between PANW AEs and Partner Reps
• Foster collaboration between AEs and partner representatives, ensuring alignment in messaging and strategy.
• Align field Solution Architects (SAs) and Partner Development Consultants (PDCs) with AEs to provide cohesive training and support for partner teams.
• Coordinate technical resources to support partner-led demos and customer assessments.

5. Support Speedboat SAs
• Ensure Speedboat SAs can run effective partner-led demos that align with customer needs and sales campaigns.
• Help partners refine their pitch to position Prisma Cloud as a Code to Cloud security platform.

6. Execute Strategic Initiatives and Special Projects
• Lead initiatives that accelerate partner growth and success.
• Track and review measurable outcomes from partner-driven campaigns, ensuring alignment with KPIs.

7. Expand Partner Engagement Across All PANW Lines
• Collaborate on KPIs and Field Execution
• Work with field teams to create and execute KPIs to measure partner success.
• Ensure all activities align with business outcomes, driving pipeline growth and customer success.
• Identify opportunities to broaden partners’ focus across all PANW Speedboats (Prisma Cloud, Cortex, Strata)
• Leverage specialized training to enhance their capabilities across the portfolio
• Foster internal collaboration by pulling in resources like SAs and PDCs to support partner initiatives
• Cultivate relationships that drive deal registrations and ensure partners deliver value across the entire PANW business

Your Experience

• Presentation Skills - Exceptional ability to present complex technical and business concepts in a clear, digestible manner for different partner audiences
• Simplification of Complex Materials - Proven ability to break down intricate concepts around cloud security into understandable deliverables
• Business Outcome Focus - Demonstrated ability to drive urgency and deliver measurable business outcomes through training and strategic partner enablement
• Collaboration - Experience building strong relationships with internal teams (AEs, SAs, PDCs) and external partners to ensure seamless execution of initiatives
• Technical Acumen - Strong understanding of cloud security and Prisma Cloud, with the ability to translate technical features into business value
• Project Management - Skilled in managing multiple campaigns, training programs, and projects simultaneously
• Partner Enablement Experience - Proven ability to design and execute partner enablement programs, focusing on renewals, expansion, and sales acceleration

Preferred

• 5+ years Channel Experience
• Strategic Channel Initiatives
• Executive Presentation Skills
• Indirect Leadership

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