Palo Alto Networks Cloud Engagement Lead, GCP in Santa Clara, United States
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.
Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!
The Cloud Engagement Lead (CEL) is a global role, with a particular focus on our Google Cloud Platform (GCP) as a GCP (cloud service provider). This position is responsible for providing business development and Co-Sell leadership and strategy for the GCP engagement - you will all the global programs and engagement of this alliance. You will have an understanding of the joint solutions and lead global campaigns that will drive new leads and help to close large opportunities while working closely with the Palo Alto Network field and Google Cloud counterparts. You will help navigate current and future security offerings/ joint architectures from GCP (not just GCP) and provide prescriptive guidance to Palo Alto Networks’ Product and Field teams on opportunities, solutions, and areas of collaboration.
Business level understanding of GCP’s and PANW’s offerings
Develop annual strategic plan and performance goals for assigned Cloud Provider
Led global campaigns and rollout initiatives while working with the regional teams to maximize pipeline, new leads, and driving revenue with GCP support
Direct engagement and partner relationships are a critical part of this role
Support the field and manage all joint sales private offer and Co-Sell Opportunities with GCP
Track all opportunities, pipelines, and bookings and provide forecasts and funnel management reports
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 the cloud strategy
Provide support and coordination for channel activity with GCP
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 with GCP and their partners
BA, BS, MBA preferred or equivalent military experience required
10+ years experience in Sales Leadership – Account or Partner Management
Proven experience in the management of large global accounts
3+ years of proven worldwide experience is preferred
GCP experience 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
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
Strong communication (written and verbal) and presentation skills
"Whatever it takes" with respect for companies culture, and policies balanced with attitude and motivation to do whatever is necessary to assist in winning business
The CEL will be part of the team that coordinates Palo Alto Networks GTM activities and will be a central conduit for engagement management between Palo Alto Network and
GCP. The CEL is regarded as being highly strategic to the company and the Public Cloud initiative in regard to strategy, influence and execution. This position will be the knowledge expert on the joint sales plays and will be asked to present at QBRs, executive meetings, trainings, and events.
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.
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 firstname.lastname@example.org.
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.
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $142,800/yr to $231,000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here .
Please note that we will not sponsor applicants for work visas for this position.