Senior Manager, Enterprise Acquisition Ecosystems

🕒 Julho 10

🌵 Arizona, California, +2 estados a mais – Remoto

🌵 Arizona – Remote 🏄 California – Remote 🚗 Michigan – Remote 🤠 Texas – Remote

💵 $261.000 - $358.500 / ano

⏰ Tempo Integral

🟠 Sênior

📈 Marketing de Crescimento

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Palo Alto Networks

SiteLinkedInTodas as Vagas

10.000+ funcionários

🔒 Cibersegurança

🏢 Corporativo

💰 $1.000.000 Seed Round - Morta Security em 2013-02

Cybersecurity • Enterprise

A Palo Alto Networks é uma empresa global de cibersegurança que fornece plataformas, produtos e serviços baseados em IA para proteger redes, workloads em nuvem, endpoints e aplicações. Seu portfólio inclui firewalls de próxima geração, ofertas SASE e Prisma Cloud (CNAPP), a suíte de operações de segurança Cortex (XDR, XSOAR, XSIAM) e os serviços de inteligência contra ameaças e resposta a incidentes da Unit 42. A Palo Alto Networks ajuda empresas a proteger implantações de IA, automatizar fluxos de trabalho SOC e prevenir, detectar e responder a ameaças sofisticadas em ambientes híbridos e multi-nuvem.

Descrição

• Develop and execute the Enterprise Acquisition partner strategy, aligned with Palo Alto Networks’ overall channel priorities and segment sales goals. • Bridge the gap between direct sales and channel ecosystems, utilizing your enterprise selling background to help partners identify, navigate, and close massive, complex greenfield accounts. • Collaborate with central channel leaders, sales executives, and partner managers to ensure successful execution of joint enterprise acquisition initiatives. • Drive partner enablement and activation, ensuring partners are equipped to hunt, position, and deliver Palo Alto Networks solutions into competitive enterprise accounts. • Lead business reviews and performance discussions with senior partner stakeholders and PANW executives to measure progress, identify enterprise pipeline gaps, and optimize execution. • Champion the Enterprise Acquisition segment within the partner ecosystem, ensuring integration into global channel programs, hunting incentives, and specialized services. • Partner with marketing, enablement, and product leadership to design highly targeted acquisition campaigns, competitive displacement training, and partner services. • Represent the Enterprise Acquisition segment in executive partner forums and advisory councils, providing thought leadership and insights on enterprise market trends. • Use data-driven insights to track channel performance within the segment, guide co-investment decisions, and ensure accountability across stakeholders.

🎯 Requisitos

• 10+ years combining Enterprise Direct Sales / Account Management and Channel Management, Business Development, or Partner Strategy experience. • Proven Hunting Track Record: Demonstrated success leveraging partner relationships to break into, navigate, and win very large enterprise accounts with no prior footprint. • Matrix Influence: Demonstrated success in influencing internal sales teams and external partner stakeholders to drive outcomes in a matrixed organization. • Channel Architecture: Strong understanding of channel operating models, partner economics, incentives, and ecosystem dynamics (specifically how to motivate partners to hunt new logos). • Strategic Execution: Proven track record of creating and executing strategic business plans that deliver net-new revenue growth. • Executive Presence: Excellent executive communication and relationship-building skills, with the ability to engage senior leaders at both partner and internal levels. • C-Suite Engagement: Experience engaging directly with C-level executives at top strategic partners and Fortune 500 prospects. • Domain Expertise Preferred: Strong understanding of at least two (2) of the following: 1.) Cyber-security, 2.) SIEM, 3.) End-point, and 4.) Cloud.

🏖️ Benefícios

• Employee benefits • Employee discounts