Senior Manager, Enterprise Acquisition Ecosystems

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Formulate and implement the Enterprise Acquisition partner strategy, in alignment with Palo Alto Networks’ overarching channel priorities and segment sales objectives.

• Serve as a bridge between direct sales and channel ecosystems, leveraging your enterprise sales experience to assist partners in identifying, navigating, and securing substantial, complex greenfield accounts.

• Collaborate with central channel leaders, sales executives, and partner managers to ensure the successful execution of joint enterprise acquisition initiatives.

• Foster partner enablement and activation, ensuring partners are well-prepared to pursue, position, and deliver Palo Alto Networks solutions to competitive enterprise accounts.

• Conduct business reviews and performance discussions with senior partner stakeholders and PANW executives to assess progress, identify gaps in the enterprise pipeline, and enhance execution.

• Advocate for the Enterprise Acquisition segment within the partner ecosystem, ensuring its integration into global channel programs, hunting incentives, and specialized services.

• Collaborate with marketing, enablement, and product leadership to craft highly targeted acquisition campaigns, competitive displacement training, and partner services.

• Represent the Enterprise Acquisition segment in executive partner forums and advisory councils, offering thought leadership and insights on trends in the enterprise market.

• Utilize data-driven insights to monitor channel performance within the segment, guide co-investment decisions, and ensure accountability among stakeholders.

⛳️ Requirements

• Over 10 years of experience in combining Enterprise Direct Sales / Account Management with Channel Management, Business Development, or Partner Strategy.

• Proven success in hunting: A track record of effectively leveraging partner relationships to penetrate, navigate, and secure large enterprise accounts without prior presence.

• Matrix Influence: Demonstrated ability to influence internal sales teams and external partner stakeholders to achieve results in a matrixed environment.

• Channel Architecture: Strong comprehension of channel operating models, partner economics, incentives, and ecosystem dynamics, particularly in motivating partners to pursue new logos.

• Strategic Execution: A proven history of formulating and implementing strategic business plans that result in new revenue growth.

• Executive Presence: Outstanding communication and relationship-building skills, capable of engaging senior leaders at both partner and internal levels.

• C-Suite Engagement: Experience in direct interactions with C-level executives at major strategic partners and Fortune 500 prospects.

• Domain Expertise Preferred: A solid understanding of at least two (2) of the following areas: 1.) Cyber-security, 2.) SIEM, 3.) End-point, and 4.) Cloud.

🏝️ Benefits

• Employee benefits

• Employee discounts