Partner Development Manager

Summary

Join Palo Alto Networks as a Partner Relationship Manager, focusing on driving revenue growth and market share expansion through strategic partnerships. This remote role (Germany, Austria, or Switzerland) centers on developing and executing business plans with key partners, maximizing growth opportunities, and ensuring successful customer implementations. You will collaborate with various teams, lead performance reviews, and build strong relationships. Success is measured by joint business execution with defined partners. The role requires experience in channel management, enterprise software, and network security, along with strong communication and negotiation skills. Palo Alto Networks offers a supportive environment with development and wellbeing programs.

Requirements

• Experience in Channel/GSI/MSSP Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Significant experience selling XDR (MDR), XSIAM (SIEM) or other endpoint security offerings
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

Responsibilities

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Support partners in developing Managed Services based on our emerging and established technologies increasing revenue growth
• 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 the activity of performance reports and activity dashboards

Preferred Qualifications

• Prior experience building relationships with MSSP's, SI/GSI or Service Providers with proven ability to work with key executives
• A hunter mentality, ideally with a combination of channel and end user sales experience
• Solid experience in driving sales consultative selling or business development
• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Strong business acumen and negotiation abilities
• Great team player with strong drive - Willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Familiarity with a broad range of application and infrastructure software is desirable

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees
• Mental and financial health resources
• Personalized learning opportunities
• Remote work