Senior Manager, Enterprise Acquisition Ecosystems
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Job Description
Sr Manager leading enterprise acquisition strategies within partner ecosystems for Palo Alto Networks. Driving growth, collaboration, and execution in the cybersecurity industry with strategic partner relationships.
Responsibilities:
- 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.
Requirements:
- 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.
Benefits:
- Employee benefits
- Employee discounts
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