The primary function of this position is to provide technical guidance and support to the sales team in establishing trust with key clients.
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This individual will be responsible for building solutions, enabling partners, aligning and building relationships between partners and Palo Alto Networks, and demonstrating joint value by highlighting partner strengths.
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* Key Responsibilities:
* Align partner needs and strategy with the value of Palo Alto Networks
* Provide product demos on all aspects of the Palo Alto Networks Platform
* Provide technical enablement and training to strategic/national partners
* Strategically position Palo Alto Networks with other technologies sold by partners
* Participate in partner business planning activities by supporting the development and execution of the partner technical business plan
* Facilitate the planning and preparation of partner Sales Engineers (SEs) in achieving Palo Alto Networks and industry certifications
* Oversee partner pre-sales activities, including competitive analysis, test plans, demos, proofs of concept, and RFPs
* Cross-communicate Palo Alto Networks and partner value propositions, especially between partner and Palo Alto Networks field SEs
* Understand and effectively present the Palo Alto Networks' security platform
* Create, execute, and review a technical readiness plan with the CBM/regional sales team, including measurable achievements to track progress
* Provide localized technical training to partner's pre-sales and post-sales technical resources
* Support product/service training of the partner sales teams
* Educate and promote the use of Palo Alto Networks support model and effective use of available resources
* Collaborate with the CBM/regional sales team on the development and management of the channel partner business plan and mutual action plans
* Understand and communicate the business advantages of a partnership with Palo Alto Networks
* Develop a strong understanding of Palo Alto Networks' channel partner objectives
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This role requires a deep understanding of local/national partner communities, technology trends, and competitive landscapes. Strong communication and listening skills are essential, as well as the ability to write and speak clearly and precisely.
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The ideal candidate will have experience working in a technical capacity with Service Providers/Telcos, as well as knowledge of modern datacenter and public cloud infrastructure and technology. Experience with network threats and malware, network forensics and incident response, automation and orchestration tools, and endpoint security products technologies is also desirable.
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In addition to technical expertise, this individual must possess excellent relationship-building skills, intellectual curiosity, humility, accountability, and a positive approach.
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Palo Alto Networks is committed to providing reasonable accommodations for all qualified individuals with a disability. We celebrate diversity in our workplace and welcome applications from diverse candidates.