Senior Director, Channel Sales EMER

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!

Your Career

As a member of the Middle East & Africa leadership team, you will build and drive the Ecosystems team to exceed company objectives. You’ll be responsible for building a results-driven sales culture that delivers in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals. It will be required that you track sales activity, provide sales development projects, and create and analyze metrics. 

The Sr. Director, Ecosystems Middle East & Africa is a key leader within the EMEA Channel Management team and will be responsible for defining and implementing the channel business strategy (GSI, MSSP, CSP, VAR, Distributors, etc.) in the region, with the dual goals of growing top-line revenues through generation of scalable, repeatable, structured channel relationships.

The Sr. Director, Ecosystems Middle East & Africa reports to the VP, EMEA Ecosystems and dotted line into the VP, Sales - SEUR & MEA. They will carry the complete sales quota for the region and therefore have a shared responsibility for accurate and timely forecasting in SFDC and will work closely with the Sales RVP and SE Director accordingly.

Your Impact

• Development and delivery of an Ecosystem strategy across multiple internal and external stakeholders for Incremental business through Ecosystem partners to drive exponential growth across Middle East & Africa
• Development of a Regional strategy for Ecosystems aligned to overall MENEA area, built through detailed analysis and executed with attention to detail
• Expansion into new Ecosystem Partners, customers or markets through committed and loyal partnerships
• Ensure a high level of customer satisfaction through highly capable and competent partnerships, specifically at C-Level in the region
• Create options for multiple routes to market for customers, each with a high degree of quality experience for the customer, whatever option is chosen
• Become trusted advisor to internal sales leaders and Ecosystem partner executives alike
• Influence the direction of Ecosystem programs at corporate level to positively impact Ecosystem proactive engagements across Middle East & Africa
• Champion continuous innovation and adaptability while fostering operational excellence and clear processes in daily business operations
• Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability within the channel
• People leadership - our people are at the heart of our success - Develop and deliver a high performing team
• Attract and retain exceptional Ecosystem talent

Your Experience 

• Extensive people management experience (typically 10+ years and 2nd line leadership) required
• Extensive demonstrable success (typically 12+ years) through multiple routes to market - GSI, Service Provider, Cloud Provider, Value Added Resellers and/or Distributors required
• Proven track record in building offerings through Systems Integrators, Service Providers and Consultancies
• Understanding of Enterprise sales methodologies and motions, preferably with experience in direct customer sales engagements
• A growth mindset - ability to learn quickly, create new initiatives and execute them effectively 
• This individual must be a forward thinker who is extremely focused and capable of creating and implementing an evolving strategy to meet and anticipate both near and long-term development issues
• Bachelor's degree or equivalent military experience required 

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 who isn’t committed to your success — everyone pitches 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 partners and clients to resolve incredibly complex cyberthreats.

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.

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.