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This position is responsible for providing leadership, management and strategy for the sell with/go-to-market engagement and all joint activities with GCP. The Engagement manager will have a myriad of different responsibilities to ensure leverage and consistent engagement with GCP 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 coordinates Palo Alto Networks sales activities and will be a central conduit for engagement management between the Palo Alto Network’s sales organization and GCP. He will report to the director for Service Providers 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 GCP and will be asked to present at QBRs, executive meetings, training and events. The GCP Engagement Manager is regarded to be highly strategic to the company and the Public Cloud initiative in regards 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 training, QBRs, enablement, and other engagement activities. It is expected that he chases consistent interaction and engagement with customers, strategic vendors, channel partners and other third parties in support of the “sell with” activities with GCP. The Engagement manager will demonstrate a deep understanding of GCP 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. Responsibilities Manage joint sell with and go to market activities with GCP 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 GCP sales teams Support Palo Alto Network’s field sales organization on engagement management with GCP. Assist with providing content for Google Cloud training curriculum and sales enablement Coordinate activities and have involvement with the Public 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 GCPr Provide support and coordination for channel activity with assigned Cloud Provider Understand and articulate Google Cloud 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 GCP Build and maintain relationships with key personnel in GCP 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 Google 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 Skills 5+ Years’ experience in Sales – Account or Channel Management 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 25% 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 Education BA, BS (or equivalent work experience), MBA preferred #J-18808-Ljbffr
