Your Career
This Alliances Business Manager role will develop the full 360 degree Telco Service Provider (SP) partner led growth from leveraging partner teams and reach, especially for Managed Services. Reporting to the JAPAC Strategic Alliances Director, you will center your role on developing and growing partner led opportunities with SP partners who actively drive revenue for their business in Managed Security Services.
You will build the Go-to-Market (GTM) Plan for SP across the JAPAC Theatre as follows:
* Identify Focus Area Telco Service Providers (among the 6 geographic Areas of JAPAC Theatre)
Executive & Business Unit Structures
Unique Differentiator/s for each SP
Solution Offerings to Embed PANW
* Execute & Enhance the GTM Plan
Execute Joint Planning with Focus Partners
Oversee Joint Solution Development
Clarify or Develop the Market Messaging & Positioning
Encourage Joint Sales, Presales, Channel Teams and Delivery Enablement
Collaborate with Marketing for Demand Generation Campaigns
You will be responsible for educating and engaging the sales account teams within partners and at PANW on the benefits of tri-party collaboration. We win by deliberate joint account engagement to solve our joint customers biggest challenges of securing their digital way of life. Success in the role will also require developing a strong internal network across PANW teams, including Sales, Marketing, Area Channel Business Managers, Sales Engineers and most importantly our speedboat solutions specialists.
Your Impact
Grow SP partner-led transactions - New Customer Acquisitions
Embed PANW solutions into SP partners service offerings
Business development with partners involvement to help activate them on PANW offerings
Build a strong business network within the Area channels organizations - It is your responsibility to continue to nurture and grow your network
Engaging with key stakeholders (PANW Area and Channel leadership, Channel Business Managers, Distributor Business Managers) to build and execute on a your SP channel plan
As part of the overall JAPAC theater plan, activate Focus SP partners, then identify and recruit emerging SP partners who prioritise Cybersecurity in their Network or SOC go-to-market strategy
Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring partner is well-positioned to deliver successful customer implementations and recommendations
Work well in a team environment to ensure partner and customer satisfaction
Design compelling value proposition that inspire partners to promote our solutions
Work with select partners and help them build a services catalog around our cloud security offerings
Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
Lead regular business performance and relationship reviews with senior management and various stakeholders
Build and maintain activity of performance reports and activity dashboards
