Cloud Engagement Lead, JAPAC

Your Career  

The Cloud Engagement Lead (CEL) is a regional Japan Asia Pacific role, with a particular focus on our Cloud Service Providers (CSP), including Google Cloud, AWS, Azure and OCI. This position is responsible for providing business development and Co-Sell leadership and strategy for the CSP engagement, with all the global programs and engagement of these alliances. You will have an understanding of the joint solutions and demand generation campaigns that will drive new leads and help to close large opportunities while working closely with the Palo Alto Networks field and Cloud counterparts. You will help navigate current and future security offerings/ joint architectures from CSPs and provide prescriptive guidance to Palo Alto Networks’ field and product teams on opportunities, solutions, and areas of collaboration.

Your Impact

• Business level understanding of CSPs and PANW’s offerings

• Develop annual strategic plan and performance goals for assigned CSP partners, especially via CSP Marketplaces

• Lead global campaigns into JAPAC and rollout initiatives while working with the regional teams to maximize pipeline, new leads, and driving revenue with CSPs support

• Orchestrate and lead the community of country Cloud Channel Business Managers (CBMs), including running regular cadences to inspect lead origination, conversions to pipeline and then to closure.

• Direct engagement with CSP field sales and partner relationships are a critical part of this role.

• Support the field and manage all joint sales private offers and Co-Sell Opportunities with CSP

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

• Assist with providing content for CSP partnering enablement to sales, working together with the country Cloud CBMs

• Coordinate activities and have involvement with the CSPs 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 CSP partners

• Provide an escalation point for pre-sales and post-sales issues for any activity with the CSP partners

• Build and maintain relationships with key personnel with CSPs and their partners.

Your Experience

Qualifications

Your Experience

• BA, BS, MBA preferred

• 10+ years’ experience in Sales Leadership – Account or Partner Management

• Proven experience in the management of large global accounts

• 3+ years of proven apac regional experience is preferred

• CSP partnership experience preferred

• 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