Global Alliance Sr Manager - Protivity & Wipro

Global Alliance Sr Manager

At Palo Alto Networks®, we're united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values:
Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

The Global Alliance Sr Manager is responsible for all aspects of Palo Alto Network's alliance with Protivity and Wipro; including the overall P&L and sales targets of the business. You will create the strategy and execute the goals and sales targets for the business. You will work closely and collaboratively with the Protivity Services teams and key Palo Alto Networks teams to oversee and drive the creation and delivery of joint solutions.

The Sr Manager will build a comprehensive go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who possesses a clear understanding of successfully developing partnerships in a leadership capacity. We need someone who will continually evaluate the market and look for new routes of business for our solutions. Ideally, you are someone who possesses a track record of success working with GSIs with strong existing Protivity relationships.

Your Impact

• Own and lead the joint business and GTM plan, with prioritized investments aligned to building long term growth and success. Be the leader for the Protivity business and take responsibility for the annual sales targets and associated Global GTM
• Responsible for creation of joint solutions that are aligned with key client challenges and significant markets for both Palo Alto Networks and Protivity
• Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business and large platformization deals
• Lead regular business reviews and provide analysis of success and pain points
• Critical to the success will be ensuring the success of Protivity delivery teams in the field, supported by PANW professional services, support and training teams
• Manage sales efforts typically focused on transformational engagements, shaping complex deals that match client needs to joint PANW/Partner solutions
• Manage interfaces with PANW Services teams, Field Sales, Business Development, Legal, Contracting, HR, Recruiting, Marketing, and other internal organizations

Qualifications

• BA, BS, MBA preferred
• 8+ Years' experience in GTM/BD/General Management running a significant partner business
• Deep understanding of Global Systems Integrator business models through direct experience working at a GSI or managing GSI alliances. A strong network at Protivity would be ideal.
• Experience working in multiple countries and the ability to differentiate your approach and strategy in different geos
• Proven experience successfully working within a matrixed environment
• Experience and understanding of Sales, Marketing, Customer Success, Business Development
• Industry knowledge of security product market trends, competitive products and directional awareness of Palo Alto Networks' roadmap and technology development efforts
• Knowledge of delivering comprehensive security solutions to the customer base
• 30%-50% Travel with ability to travel internationally
• Strong communication…