The RolePresidio's
Director, Strategic Partnerships, Palo Alto Networks will own Presidio's partnership with Palo Alto Networks and be accountable for growing it. As Presidio's senior relationship owner with Palo Alto Networks, you will set the strategy, lead the joint growth plan and make Presidio the partner Palo Alto Networks and its customers count on across network security, SASE, security operations, and identity and AI security.
You will use Palo Alto Networks and Presidio data to see where the business is heading, decide where to invest, and turn the partnership into revenue. This role includes approximately 30 to 40 percent travel.
Responsibilities include:- Partner strategy. Build and own the Palo Alto Networks partner plan: the growth goals, the joint sales plays, the target accounts and the investment behind them.
- Senior relationships. Serve as Presidio's senior relationship owner with Palo Alto Networks' partner, field and executive leaders, and run the joint business reviews.
- Growth plays. Drive the joint plays across platform expansion, security operations, SASE proofs of value, and identity and AI security, working with Presidio's cyber sales leaders and cybersecurity practice.
- Renewals and the installed base. Get ahead of Palo Alto Networks renewals across Presidio's customers, working with account teams to protect the business and expand it to additional platforms.
- Program standing. Keep Presidio's standing in the Palo Alto Networks NextWave Partner Program on track, including specializations and certifications, and capture the benefits it offers.
- Partner investment. Secure and grow Palo Alto Networks partner investment, and tie it to clear outcomes and return.
- Leading across Presidio. Bring Presidio's field sales teams and sales leaders, partner marketing, the cybersecurity practice and other business units together behind the Palo Alto Networks plan, including the field sellers dedicated to Palo Alto Networks, and make sure each team knows its part in delivering it.
- Results. Own Palo Alto Networks revenue, gross profit and pipeline growth against plan, and give Presidio leaders an accurate monthly view of where the business will land.
Required Skills and Professional Experience - Bachelor's degree or equivalent experience and/or military experience
- Overall 5+ years of experience in technology sales, alliances or partner management
- Experience owning a strategic technology partnership or a partner-driven business, with a record of growing revenue
- Executive presence and the ability to build trusted relationships with senior partner leaders
- Strong business acumen across revenue, pipeline, renewals and partner investment
- Ability to lead through influence across sales teams, practices and partners
Preferred Skills and Professional Experience - Experience at, or partnering closely with, Palo Alto Networks, with established relationships across its partner, field or executive leaders
- Working knowledge of Palo Alto Networks platforms and the NextWave Partner Program
- Hands-on use of AI tools in your day-to-day work
