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Director of Service Provider Partner Sales, NAM

Santa Clara, CA
Remote 🌴
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🔴 Closes on: 
Jun 12

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

You will lead the Palo Alto Networks Service Provider (SP) partner sales team across North America. This exceptional team works with our SP partners to utilize the Palo Alto Networks market leading security platforms to drive key security and business outcomes for our joint customers. They work with partners to develop joint solutions, support opportunities and drive the adoption of learning paths and certifications. This person can live anywhere in the US.

The Director of NAM SP partner sales organization is also responsible for all aspects of Palo Alto Networks partnerships with key SP partners such as AT&T, Verizon, Lumen, CTBS and others including enablement, and sales.

We are seeking someone who is driven and excited for the opportunity to build and lead some of the key relationships. You will lead a highly motivated team to successfully strategize and execute the goals and sales targets for the business. You will work closely and collaboratively with the Global SP teams and with our sales and ecosystem teams to develop GTM plans including bookings and pipeline goals as well as executing the plans.

Your Impact

  • Lead a highly motivated sales team and build out a structured GTM business for Service Providers
  • Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model
  • Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Palo Alto Networks and the SPs
  • Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business
  • Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
  • Experience building world-class SP sales organizations
  • Work with the direct and channel sales teams to manage sales efforts typically focused around the sale of transformational solutions and shaping sophisticated/complex deals
  • Manage sales efforts typically focused around the sale of transformational engagements, shaping sophisticated/complex deals that match client needs to joint Palo Alto and partner solutions
  • Partner with PANW Services teams, Field Sales, Business Development, Sales Operations, Legal, Marketing and other internal organizations


Your Experience

We are looking for someone who possesses a deep understanding of how to successfully develop Service Provider partnerships in a complex environment. Ideally, you are someone who possesses a track record of success working with all types of Service Providers.

  • Exceptional leadership skills - a strong recruiter and motivator of people - Resourceful, innovative and transformational - Passionate about building great teams - High EQ and ability to lead with positive influence
  • Extensive experience developing and managing SP partner ecosystems and building large-scale businesses with SPs
  • Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial mindset
  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing
  • Excellent at influencing others, both externally and internally - ability to communicate effectively and build consensus across various functional groups to achieve goals
  • Industry knowledge of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts
  • Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities
  • Consistent track record of over achievement against quarterly and annual sales targets
  • Demonstrable experience in high-tech enterprise sales working with leading high-tech companies with a record of overachievement
  • Understanding of recent Cyber Security trends and key vendors in the industry
  • Consistent track record in selling & positioning network Security at a senior business level
  • Very strong written & verbal communication skills
  • Team player with a positive attitude and good customer service skills
  • High levels of self-motivation, adaptability, ease of handling multiple responsibilities and able to work on own with minimal supervision
  • High organizational skills and very strong relationship-building interpersonal skills
  • Able to build a highly functional team. Includes strong interviewing and hiring skills as well as employee performance management capabilities
  • Able to respond to team objectives
  • Ability to travel

Additional Information

The Team

The partner sales organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Partner sales development is an extension of the territory sales team, with the ultimate goal to train and enable our strategic partners to become empowered in the use and sales of our products.

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

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/commissioned roles) is expected to be between $316,000/yr to $434,500/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Apply Now
🔴 Closes on: 
Jun 12
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