Public Cloud Alliance Manager AWS, EMEA

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Palo Alto Networks

Amsterdam, Netherlands
Full Time
2mo ago

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

 

Job Description

Your Career

The Public Cloud Alliance Manager AWS is part of the team assigned to AWS (Amazon Web Services) on a global basis.  This position is responsible for providing leadership, management and strategy for the sell with/go-to-market engagement and all joint activities with AWS. 

The Public Cloud Alliance Manager AWS will have a myriad of different responsibilities to ensure leverage and consistent engagement with AWS to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations.  The Public Cloud Alliance Manager AWS will be part of the team that coordinates Palo Alto Networks sales activities and will be a central conduit for engagement management between the Palo Alto Network’s sales organization and AWS. 

The Public Cloud Alliance Manager AWS will report to the Director of Public Cloud Sales but will have several dotted line coordination requirements for consistent communication and engagement with business development, marketing, channels, inside sales and product marketing/development.  This position will be knowledge expert on all aspects of AWS and will be asked to present at QBRs, executive meetings, training and events.

The role is regarded as being highly strategic to the company and the Public Cloud initiative in regards to strategy, influence and execution.  The post-holder is required to contribute to the larger Palo Alto Network’s public cloud strategy outside of their day to day activities and will be called upon for their subject matter expertise in training, QBRs, enablement, and other engagement activities. 

It is expected that the Public Cloud Alliance Manager AWS has consistent interaction and engagement with customers, strategic vendors, channel partners and other third parties in support of the “sell with” activities with AWS. The Public Cloud Alliance Manager AWS  will demonstrate a deep understanding of AWS go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events and funnel management.  Since this is an EMEA role, the post-holder must be able to manage activities on an international scale.

Your Impact

  • Facilitate and manage co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and AWS sales teams
  • Track all opportunities, pipeline and bookings to provide forecasts and funnel management reports
  • Assist with providing content for public cloud training curriculum and sales enablement
  • Develop the annual strategic plan & performance goals and provide support and coordination for channel activity with AWS
  • Understand and articulate the cloud provider’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision of the cloud provider
  • Provide an escalation point for pre-sales and post sales issues for any activity with the public cloud provider
  • Build and maintain relationships with key personnel in the public cloud provider to solidify Palo Alto Network’s standing and awareness within the provider and to assist in the development of key relationships with the extended Palo Alto Network’s cloud team and executives
  • Help provide insight in the support of public cloud events and attend/participate in the events

Qualifications

Your Experience

  • Experience in the EMEA region in either a channel or direct sales role with demonstrable public cloud experience, preferably AWS (Amazon Web Services)
  • Experience in selling with or managing channel partners and programs is preferred
  • Experience in engaging with AWS or other Cloud Solution Providers in co-selling cloud based security or networking solutions
  • Industry knowledge of competitive security products is preferred, in particular market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts
  • Demonstrated ability to work in a virtual and matrix environment
  • 40-50% travel, UK & EMEA

Additional Information

The Team 

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected.  We educate, inspire, and empower our potential clients in their journey to security. 

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats. 

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.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, 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 [email protected].

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.

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