Company Description

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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career

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 Director 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.

Your Impact

• 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

Qualifications

Your Experience 

• 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
• 40%-50% Travel with ability to travel internationally
• Strong communication (written and verbal) and presentation skills
• "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. 

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 [email protected].

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 $162,600/yr to $262,900/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.