CSP Cloud Engagement Manager, Northeast

Palo Alto Networks•Boston, MA

2d•$272,000 - $374,000•Remote

About The Position

The Palo Alto Networks Public Cloud Engagement Manager is part of the team assigned to AWS on a global basis. This position is responsible for providing leadership, management and strategy for the sell with/go-to-market engagement and all joint activities with AWS. The Engagement manager will have a myriad of different responsibilities to ensure leverage and consistent engagement with AWS to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations. The Engagement Manager will be part of the team that coordinates Palo Alto Networks sales activities and will be a central conduit for engagement management between the Palo Alto Network’s sales organization and AWS. The Public Cloud Engagement Manager will report to the Senior Manager of Public Cloud Sales but will have several dotted line coordination requirements for consistent communication and engagement with Business Development, Marketing, Channels, Inside Sales and Product Marketing/Development. This position will be knowledge expert on all aspects of AWS and will be asked to present at QBRs, executive meetings, training and events. The Public Cloud Engagement Manager is regarded as being highly strategic to the company and the Public Cloud initiative in regards to strategy, influence and execution. The Engagement manager is required to contribute to the larger Palo Alto Network’s Public Cloud strategy outside of their day to day activities and will be called upon for their subject matter expertise in training, QBRs, enablement, and other engagement activities. It is expected that the Cloud Engagement manager have consistent interaction and engagement with customers, strategic vendors, channel partners and other third parties in support of the “sell with” activities with AWS. The Engagement manager will demonstrate a deep understanding of AWS go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events and funnel management.

Requirements

BA, BS (or equivalent work experience or equivalent military experience required), MBA preferred
10+ years’ experience in Sales Leadership – Account or Channel Management
Proven experience in the management of large global accounts
3+ years of proven worldwide experience is preferred
Public Cloud experience preferred
Channel experience including selling with or managing channel partners is preferred
Channel Program experience is a plus
Demonstrated history of managing quota bearing sales or channel teams
Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts
The role calls for knowledge of competitive security products
Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies
Demonstrated ability to work in a virtual and matrix environment
Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment
Strong communication (written and verbal) and presentation skills
"Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business

Responsibilities

Manage all joint sell with and go to market activities with AWS
Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports
Facilitate co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and the AWS sales teams
Support Palo Alto Network’s field sales organization on engagement management with AWS
Assist with providing content for Public Cloud training curriculum and sales enablement
Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy
Develop annual strategic plan and performance goals for assigned Cloud Provider
Provide support and coordination for channel activity with assigned Cloud Provider
Understand and articulate the Public Cloud provider’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision of the Cloud Provider
Provide an escalation point for pre-sales and post sales issues for any activity with the Public Cloud provider
Build and maintain relationships with key personnel in the Public Cloud provider to solidify Palo Alto Network’s standing and awareness within the provider and to assist in the development of key relationships with the extended Palo Alto Network’s cloud team and executives
Direct engagement and partner relationships are a critical part of this role
Help provide insight in the support of Public Cloud events and attend/participate in the events
Provide support in the form of expertise and training for Palo Alto Network’s field sales enablement