Public Cloud Engagement Manager, AWS

Palo Alto Networks Inc. Philadelphia , PA 19107

Posted 2 months ago

Our Mission

At Palo Alto Networks everything starts and ends with our mission: protecting our way of life. It's inspired by our vision: a world where each day is safer and more secure than the one before. These aren't simple statements. They won't be easy either but we're not here for easy. We're here for better. As a company with a foundation in challenging the way things are done, we're looking for innovators who are as committed to shaping the nature of cybersecurity as we are.

Our mission doesn't happen by treading softly no, it happens by defining an industry. It means building products that haven't been thought of. It means selling products with a solutions mindset. It means supporting the infrastructure of a company that moves at an incredible speed intentionally to stay ahead of the world's next cyberthreat.

Your Career

The Palo Alto Networks Public Cloud Engagement Manager is United States focused position. This position is responsible for providing leadership, management and strategy for the United States sell with/go-to-market engagement and all joint activities with AWS. The Engagement manager 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 Engagement Manager will be part of the team that coordinators 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 Engagement Manager 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, trainings and events.

The Team

The Public Cloud Engagement Manager is regarded as being highly strategic to the company and the Public Cloud initiative in regard to strategy, influence and execution. The Engagement manager 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 trainings, QBRs, enablement, and other engagement activities. It is expected that the Cloud Engagement manager have consistent interaction and engagement with customers, strategic vendors, channel partners and other third parties in support of the "sell with" activities with AWS. The Engagement manager 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.

Your Impact:

  • Manage all North America joint sell with and go to market activities with AWS

  • Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports

  • Facilitate co-selling opportunities, account mapping and other sales engagements between Palo Alto Network's field sales and the AWS sales teams

  • Support Palo Alto Network's field sales organization on engagement management with AWS.

  • Assist with providing content for Public Cloud training curriculum and sales enablement

  • Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy

  • Develop annual strategic plan and performance goals for assigned Cloud Provider

  • Provide support and coordination for channel activity with assigned Cloud Provider

  • Understand and articulate the Public 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

  • Direct engagement and partner relationships are a critical part of this role

  • Help provide insight in the support of Public Cloud events and attend/participate in the events

  • Provide support in the form of expertise and training for Palo Alto Network's field sales enablement

Your Experience:

  • BA, BS (or equivalent work experience), MBA preferred

  • 10+ Years' experience in Sales Leadership Account or Channel Management

  • Proven experience in the management of large global accounts

  • 3+ years of proven worldwide experience is preferred

  • Public Cloud experience preferred

  • Channel experience including selling with or managing channel partners is preferred

  • Channel Program experience is a plus

  • Demonstrated history of managing quota bearing sales or channel teams

  • Industry knowledge of security product market trends and directional awareness of Palo Alto Network's roadmap and technology development efforts.

  • The role calls for knowledge of competitive security products.

  • Knowledge of how to deliver comprehensive security solutions to PAN's customer base, and maintains a general understanding of competitive selling strategies.

  • Demonstrated ability to work in a virtual and matrix environment

  • Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment

  • 40%-50% Travel with ability to travel internationally

  • Strong communication (written and verbal) and presentation skills

  • "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business

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. To learn more about our dedication to inclusion and innovation, visit our Life at Palo Alto Networks page and our diversity website.

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.

Additionally, we are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or an accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
VMC On AWS Cloud Sales Engineer Private Sector (Remote)

Dell Inc

Posted 1 week ago

VIEW JOBS 4/13/2019 12:00:00 AM 2019-07-12T00:00 Job ID R1904400-4 Date posted Apr. 04, 2019 Your next adventure at VMware is only a click away! At VMware, we are committed to helping our people grow professionally. Our talented employees exemplify our shared values and continue to drive our company to new heights. If you see a position that might be right for you, we encourage you to apply and continue to be a part of our EPIC2 community. Job Description At VMware, we are committed to helping our people grow professionally. Our talented employees exemplify our shared values and continue to drive our company to new heights. VMware Cloud on AWS SE Role: As a member of the VMware Cloud on AWS Systems Engineering team you will help customers to understand their business challenges and IT priorities in an effort to design cloud solutions that will transform the way they deliver IT services. This team's primary responsibility is to work with customers, however there will be a strong linkage to VMware's Cloud partner ecosystem. Together, we will design & prove out transformational strategies spanning private, hybrid or public cloud architectures for our customers. We are expected to contribute to those strategies, develop reusable domain IP, and mentor internal & external partners on the use of the tools & technologies. We are seeking an individual who has a real passion for technology - someone with social intelligence, enthusiasm and a collaborative ambitious mentality with a 'can do' attitude. Someone who can demonstrate integrity and independence yet have a huge desire to give back to your team. This is a highly visible role, at the forefront of VMware's strategy, working in a highly collaborative and fast-growing environment. VMware Cloud on AWS SE Responsibilities: Working as part of a dynamic and specialized sales team, you will hold responsibility for technical engagements, while maintaining a laser-focus on client success. While the opportunities to contribute to the success of the team are vast, the fundamental responsibilities of your role will include: * Crafting a customized VMware Cloud on AWS solution through activities such as running strategy & discovery workshops * Deeply understanding our customers' needs by engaging in client interviews, conducting secondary research and soliciting guidance from VMware Account Team * Working with product specialists, product managers, public cloud partners, and other stakeholders to create the best solution to fit the customer's cloud architecture. * Partnering with customers to become a trusted advisor on their Digital Transformation journey As a Cloud Specialist SE you should have excellent listening and discovery skills, strong interpersonal skills, ability to solve complex problems, be a big picture thinker and be able to visualize and articulate the proposed solution. With a clear and agreed upon client vision, you will be responsible for crafting the solution to realize the customer vision during the sales process and retain client ownership through to implementation. Additional Responsibilities Include: * Build robust cloud solutions, meeting business & technical objectives * You will present VMware's holistic cloud strategy and integrated vision across private, hybrid and public offerings * Ability to develop Vision, Strategy and Roadmaps deliverables to meet technical solutions * Ability to think past the products and craft solutions to meet the business/IT needs * You will establish credibility & build deep relationships with senior technical leaders within customers and become trusted advocates of VMware's cloud strategy * Lead technical validation of the VMware Cloud on AWS solution against business/IT needs * Participate in deep architectural discussions with enterprise customers and VMware cloud partners to build confidence and ensure customer success when building new and migrating existing applications, software and services on VMware's cloud platform. * You will work within a team to drive account planning with the customer vision, use case and outcomes * Effectively communicate solutions architecture to the customer, third parties and the project teams * You will participate in regional marketing events to promote VMware's cloud strategy * Author blogs, technical articles or white paper based on experiences * You will provide feedback to Product Management based on customer feedback * Be flexible to travel, both locally and internationally. Required Skills: We are looking for people who love to win, have strong social skills and an inquiring mind. The ideal candidate will: * Have a mix of technical skills, business insight, and a passion to lead and support the customer is required. * Will take the role of a lead technologist and should bring deep understanding of technology, industry architectures and vertical market use- cases to the table. * Will have domain level understanding of cloud infrastructures including compute, network and storage as well as cloud management areas such as automation, operations management, orchestration, and DevOps. * Have a Deep knowledge of next generation application & cloud platforms including but not limited to: Containers, Amazon Web Services, Pivotal Cloud Foundry (PCF), IBM Softlayer, Microsoft Azure, Google Cloud Platform, etc. is a huge plus. VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law. Dell Inc Philadelphia PA

Public Cloud Engagement Manager, AWS

Palo Alto Networks Inc.