Senior GSI Channel Business Manager

Palo Alto Networks; United Kingdom; On-site; GBP 60,000 - 90,000; Full time

Job summary

Palo Alto Networks is seeking a GSI Partner Manager focused on driving public sector revenue through strategic partnerships. The role involves managing relationships with GSI partners, executing business plans, and enhancing sales alignment to maximize growth opportunities. Ideal candidates will have strong experience in channel management, business development, and excellent negotiation skills.

Qualifications

• Proven experience with GSI partners like Kyndryl, Accenture, NTT.
• Strong initiative and creative thinking.
• Track record of leading complex sales negotiations.

Responsibilities

• Develop and execute business plans with GSI partners.
• Own revenue targets for key accounts.
• Enhance alignment between PAN and GSI sales teams.

Skills

Channel Management

Business Development

Sales Knowledge

Marketing Knowledge

Negotiation Skills

Communication Skills

Education

Experience in software ecosystem and cybersecurity industry

Job description

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You will centre your role on relationship management to achieve measurable results in our public sector revenue, market share, and depth within each partner sales team at the assigned GSI Partners. Your success in this role will span the creation and execution of unique business plans with each GSI partner. You'll be measured primarily on the joint business executed with these strategic partners, and you will collaborate with internal stakeholders, including Global / International Account Directors.

Your experience across GSI routes to market is essential. You must be able to navigate the entire channel and have long-standing existing relationships.

Your focus will be on enhancing alignment between the sales teams at PAN+GSI's and executing with excellence across account planning and pipeline management on all joint opportunities. Equally, your responsibility will be to drive and develop our strategic partnership/engagement with each of your selectedpartners to elevate Palo Alto Networks to the partners' executive C-suite and gain trust, mindshare, and credibility.

Your Impact

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
• Own revenue targets across Kyndryl, Accenture and NTT
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires this strategic partner to promote our solutions
• Develop/activate services based on our emerging and established technologies, increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards
• Work on your own initiative when it comes to partner development, solution creation, and garnering assistance across the business and partner

Job Description

Your Career

You will centre your role on relationship management to achieve measurable results in our public sector revenue, market share, and depth within each partner sales team at the assigned GSI Partners. Your success in this role will span the creation and execution of unique business plans with each GSI partner. You'll be measured primarily on the joint business executed with these strategic partners, and you will collaborate with internal stakeholders, including Global / International Account Directors.

Your experience across GSI routes to market is essential. You must be able to navigate the entire channel and have long-standing existing relationships.

Your focus will be on enhancing alignment between the sales teams at PAN+GSI's and executing with excellence across account planning and pipeline management on all joint opportunities. Equally, your responsibility will be to drive and develop our strategic partnership/engagement with each of your selectedpartners to elevate Palo Alto Networks to the partners' executive C-suite and gain trust, mindshare, and credibility.

Your Impact

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
• Own revenue targets across Kyndryl, Accenture and NTT
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires this strategic partner to promote our solutions
• Develop/activate services based on our emerging and established technologies, increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards
• Work on your own initiative when it comes to partner development, solution creation, and garnering assistance across the business and partner

Qualifications

Your Experience

• Experience in Channel Management or Business Development roles within the enterprise software ecosystem and network security industry

• Significant experience working with GSI partners to include Kyndryl, Accenture and NTT

• Understanding and experience of GSI Go-To-Market strategies

• Understanding ofGSI operating models

• Knowledge of sales, marketing, and solution development

• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills

• Consistent track record of leading complex sales situations through negotiation and conflict resolution

Additional Information

The Team

The Ecosystems organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity and a critical component to accomplishing our mission. Ecosystem development is an extension of the territory sales team, with the ultimate goal of training and enabling our Ecosystem partners to become empowered in the use and sales of our products.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at[emailprotected] .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.