Senior Technology Partner Manager
Palo Alto Networks
- Santa Clara, CA
- $148,200-239,600 per year
- Permanent
- Full-time
- Technology Value Proposition and Feasibility Analysis
- Identify and prioritize key partners that solve key product challenges as defined by product management
- Evaluate the feasibility of integration based on partner API information, technical architecture and our product roadmap
- Analyze and develop technical value propositions with key partners that help solve customer needs and are aligned with the product strategy and partnership thesis
- Pressure test value propositions with field/partner SE teams and key lighthouse customers
- Joint Solution Creation
- Collaborate and advise product management (PM), product marketing management (PMM) and technical marketing (TME) in creating the technical joint value proposition for customers
- Create technology blueprint/architecture with partner(s) that demonstrates the value proposition
- Advise PM/PMM/TIME team on the key joint solution features that will drive adoption of the integration
- Lead collaborations with the partner's team to drive and build unique solution offerings, leveraging the technical strengths & capabilities of STRATA
- Lead and support efforts defining solution architectures, design & implementation guides, and technical enablement plans that demonstrate STRATA and the partner's joint value proposition
- Interpreting partner requirements and translating them for internal constituents - align with Product Management to drive enhancements to STRATA products to support partner use cases
- Support PM/PMM/TIME team as they create the correct demo and other technical collateral, integration guides, joint solution briefs, blog content, webinar content, etc.
- Partner and Sales enablement
- Ensure partners have access to trial licenses and work with PM/TIME teams to provide the same
- Work with PMM and TIME teams in creating material that will help partner field teams and RTM (CSP/GSI/Channel) understand the technical value proposition and the implementation steps
- Drive the GTM strategy of the offerings, at the partner and the customer
- Work closely with TPT Business Development, as well as peers at the partner (including but not limited to - Technical, PMO, Product and Solutions marketing, Service Creation, Enablement) to craft & execute the business plan for offer/s developed
- Build POVs to showcase solutions - Participate on webinars and presentations
- Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
- You will educate the partner's teams on the STRATA platform value proposition to drive growth of our outcome-based solutions
- Work in highly collaborative environments to team with Account Managers, Sales Engineers, Marketing, and Channel Partners in the region to drive revenue and growth
- Help to exceed customer expectations by identifying impactful use cases that enable people to transform their businesses with STRATA products
- Motivate and build extended teams around you to unlock the power of STRATA within our customer base and partner organization
- Ability to understand the different tech partnerships and their value proposition in the STRATA product technology stack
- Network and Security background preferably have experience with NGFW (SW/HW,MGT) and CDSS along with an understanding of AI, OT, IoT, Mobility (4G/5G), HW HSM's, CDSS subscriptions and Quantum architectures and deployments
- Conduct technology workshops with customer CTO/CIO teams and handle in depth technology questions on the joint value proposition
- Clearly communicating architectures and technical concepts to non-technical teams
- Solid understanding of APIs, logs, JSON and other interface formats
- Can get hands on with coding and scripting if required
- Your Softer Experience
- High energy and the ability to work in a fast-paced environment
- Organized, responsive with great follow-thru with our partners
- Self starter and can work independently - we are a distributed global team so you need to work independently, know when you need help and speak up
- Strong collaboration and communication skills - you will represent Palo Alto Networks with dozens of vendors in the cybersecurity space
- Managing and leading transverse/cross organization programs
- Experience at a cybersecurity vendor, consultancy, reseller, GSI, etc.
- Quick learner, interested in technology
- Fluent English (both written and spoken)
- Extra-Points Skills
- Experience in working with Technology Partners like Nutanix, Siemens, Nokia
- Experience with AI LLM's and reference architectures
- Knowledge of NOC and SOC processes and operating models
- Pragmatic understanding of what ML/AI can do and the applicability to use cases
- Ability to defend a technology investment/architecture and convince partners, customers, PM and PMM on the technical value proposition