Senior Technology Partner Manager – Palo Alto Networks – Santa Clara, CA

Job title:

Senior Technology Partner Manager

Company:

Palo Alto Networks

Job description

Company Description
Candidates MUST live in the Bay Area.
Our Mission
At Palo Alto Networks everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Job Description
Your Career
We are looking for a motivated, intelligent, hardworking and creative candidate to join the Palo Alto Networks Technology Partnerships Team (TPT) to focus on the STRATA product family. The ideal candidate will be a tech leader (80% technical/20% business). They are technology strategists, technically astute, possessing an architectural mindset. They stay current and informed on technology trends, thrive by driving the art of the possible discussions, and focus on the value-add of technical integrations.

Your Impact

1. Technology Value Proposition and Feasibility Analysis
2. Identify and prioritize key partners that solve key product challenges as defined by product management
3. Evaluate the feasibility of integration based on partner API information, technical architecture and our product roadmap
4. Analyze and develop technical value propositions with key partners that help solve customer needs and are aligned with the product strategy and partnership thesis
5. Pressure test value propositions with field/partner SE teams and key lighthouse customers
6. Joint Solution Creation
7. Collaborate and advise product management (PM), product marketing management (PMM) and technical marketing (TME) in creating the technical joint value proposition for customers
8. Create technology blueprint/architecture with partner(s) that demonstrates the value proposition
9. Advise PM/PMM/TIME team on the key joint solution features that will drive adoption of the integration
10. Lead collaborations with the partner's team to drive and build unique solution offerings, leveraging the technical strengths & capabilities of STRATA
11. Lead and support efforts defining solution architectures, design & implementation guides, and technical enablement plans that demonstrate STRATA and the partner's joint value proposition
12. Interpreting partner requirements and translating them for internal constituents - align with Product Management to drive enhancements to STRATA products to support partner use cases
13. Support PM/PMM/TIME team as they create the correct demo and other technical collateral, integration guides, joint solution briefs, blog content, webinar content, etc.
14. Partner and Sales enablement
15. Ensure partners have access to trial licenses and work with PM/TIME teams to provide the same
16. Work with PMM and TIME teams in creating material that will help partner field teams and RTM (CSP/GSI/Channel) understand the technical value proposition and the implementation steps
17. Drive the GTM strategy of the offerings, at the partner and the customer
18. Work closely with TPT Business Development, as well as peers at the partner (including but not limited to - Technical, PMO, Product and Solutions marketing, Service Creation, Enablement) to craft & execute the business plan for offer/s developed
19. Build POVs to showcase solutions - Participate on webinars and presentations
20. Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
21. You will educate the partner's teams on the STRATA platform value proposition to drive growth of our outcome-based solutions
22. Work in highly collaborative environments to team with Account Managers, Sales Engineers, Marketing, and Channel Partners in the region to drive revenue and growth
23. Help to exceed customer expectations by identifying impactful use cases that enable people to transform their businesses with STRATA products
24. Motivate and build extended teams around you to unlock the power of STRATA within our customer base and partner organization

Qualifications

Your Experience

1. Ability to understand the different tech partnerships and their value proposition in the STRATA product technology stack
2. Network and Security background preferably have experience with NGFW (SW/HW,MGT) and CDSS along with an understanding of AI, OT, IoT, Mobility (4G/5G), HW HSM's, CDSS subscriptions and Quantum architectures and deployments
3. Conduct technology workshops with customer CTO/CIO teams and handle in depth technology questions on the joint value proposition
4. Clearly communicating architectures and technical concepts to non-technical teams
5. Solid understanding of APIs, logs, JSON and other interface formats
6. Can get hands on with coding and scripting if required

Your Softer Experience

1. High energy and the ability to work in a fast-paced environment
2. Organized, responsive with great follow-thru with our partners
3. Self starter and can work independently - we are a distributed global team so you need to work independently, know when you need help and speak up
4. Strong collaboration and communication skills - you will represent Palo Alto Networks with dozens of vendors in the cybersecurity space
5. Managing and leading transverse/cross organization programs
6. Experience at a cybersecurity vendor, consultancy, reseller, GSI, etc.
7. Quick learner, interested in technology
8. Fluent English (both written and spoken)

Extra-Points Skills

1. Experience in working with Technology Partners like Nutanix, Siemens, Nokia
2. Experience with AI LLM's and reference architectures
3. Knowledge of NOC and SOC processes and operating models
4. Pragmatic understanding of what ML/AI can do and the applicability to use cases
5. Ability to defend a technology investment/architecture and convince partners, customers, PM and PMM on the technical value proposition

Additional Information

Our Commitment
We're trailblazers that dream big, 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 .
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.

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $148,200/yr to $239,600/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .
Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.

Expected salary: $148200 - 239600 per year
Location: Santa Clara, CA
Job date: Thu, 06 Jun 2024 03:10:20 GMT