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.
Our vision is a world where each day is safer and more secure than the one before. 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.
Who We Are
We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.
As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.
Job Description
Your Career
As a Technical Sales Manager (TSM), you will work with your sales partner across ANZ and Asia to establish strong relationships with one or more target MSP/MSSP partners to offer Palo Alto Networks’ Prisma SD-WAN/Prisma SASE to their customers, along with other products in our platform portfolio. You will bring a deep technical understanding of networking, routing, and cybersecurity managed services solutions. You will build trust with our MSP/MSSP partners and work with them to build SASE solutions that make their managed solutions more secure. Based on learnings from your customer base, you will provide valuable feedback and input to our product management teams on new feature requests and product improvements.
Your Impact
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Enable our MSP SD-WAN/SASE partners (Sales, Pre-Sales, Solution teams, and Delivery teams) on Palo Alto Networks products and solutions, including technical and value propositions, PoC/PoV, Pricing, Packaging, and lead the Sales governance orchestration.
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Architect and sell validated solutions for Palo Alto Networks MSP/MSSP partners to provide SD-WAN/SASE offerings to their customers as a managed service.
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Identify opportunities with prospective and current customers that can be served with PANW solutions.
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Work closely with the region sales leadership to support sales in a strategic and tactical manner.
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Use Case documents and assets for Demo & POC
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Assist Channel team to create Joint Annual and Quarterly targets - internal and external and tracking against it.
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Develop and nurture current and MSP/MSSP partners to drive growth.
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Act as the go-to technical adviser for Palo Alto Networks MSP/MSSP SD-WAN/SASE partners.
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Establish yourself as a trusted advisor to MSP/MSSP partners’ sales, product, and engineering teams.
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Execute and manage Sales strategies with your Sales Account Manager and the MSP/MSSP partners.
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Ensure ongoing MSP/MSSP partner and their end customers’ satisfaction, support, and adoption of new PANW products and services.
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Effectively articulate PANW offerings market leadership.
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Demonstrate excellent verbal and written communication and presentation skills to manage interactions with customers and partners.
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Agility to work within small creative teams as well as cross-functional teams.
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Advocate of collaboration and teamwork
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Ambitious and can-do attitude.
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Pursue continuous self-improvement and learning to maintain technical leadership of applicable technologies (Networking, SD-WAN, SASE, data centre, public cloud, cyber security, 5G, etc.)
Qualifications
Your Experience
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8+ years experience, ideally in technical engineering network managed services Sales roles within the networking and/or cybersecurity industry.
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5+ years experience working at or supporting an MSP/MSSP and focusing on SD-WAN/SASE technologies.
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Experience at a Tier 1 or 2 Managed Service Provider.
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Experience with managed services Go-to-market.
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Advanced experience with SD-WAN architectures and with MSP/MSSPs operating and delivering SD-WAN/SASE solutions
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Additional technical capabilities to include from the following:
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WAN technologies - MPLS, MetroE, Leased Lines, Broadband, SD-WAN
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Tunnelling protocols - SSL/TLS, IPSec, GRE, DMVPN
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IP Routing - BGP, OSPF, Static, Network Address Translation
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Virtualisation technologies - ESX, KVM, Xen, Microsoft
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Network security capabilities - IPS/IDS, Zone-Based Firewalls, Sandboxing, CASB, DLP, Zero Trust concepts
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Strong communication and presentation skills (written and verbal), both internally and externally.
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Ability to travel regionally up to 50% or as required
Additional Information
The Team
Our SD-WAN Go-to-Market Team is the driving force behind our success as the global leader in SASE technology. As a member of this team, you'll be part of a vibrant and collaborative work environment that offers unparalleled growth opportunities. Recently recognized as "the sole Leader in the Gartner® Magic Quadrant™ for Single-Vendor SASE," Palo Alto Networks is at the forefront of the cybersecurity industry, working with cutting edge technology to provide secure access to everyone. We take pride in our higher purpose, knowing that our efforts contribute to making the world a safer place. Our team collaborates closely with professionals involved in selling SD-WAN to managed services providers (MSPs) and MSPs themselves, ensuring the widespread adoption of our innovative solutions. Join us, and be part of a team that values your contributions and offers a fulfilling career path.
Our Commitment
We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, 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.
All your information will be kept confidential according to EEO guidelines.
