Senior Director, Channels Sales

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

Job Summary

Your Career

You will lead the GTM strategy & execution for our Channels ecosystem for ASEAN for Palo Alto Networks as well as serve as the General Manager for the ASEAN commercial business. The right candidate will be a commercially minded leader who is able to zoom out and see the wider picture. The GTM Channels ASEAN Senior Director will work with in-region core and specialist sales teams, working closely with their partner counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts.   Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion.  Prepare and deliver partner plans and support partner business reviews.

Your Impact

• Accelerate our overall ASEAN business across all customer segments including Strategic, Major and Enterprise accounts via the right strategic partnerships, CSP engagements and channels partners. 

• Serve as the overall General Manager for the Commercial business segment and be accountable for accelerating the Commercial business segment to deliver our 3-year ASEAN growth objectives 

• Develop the ASEAN business plan that will provide appropriate execution steps to achieve target growth

• Establish cadence for and lead monthly, quarterly and annual business reviews with Channel partners

• Build & strengthen relationships with key stakeholders at all levels in the partner organization

• Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers

• Serve as the go-to subject matter expert for the ASEAN  field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings

• Understands routes to market with partners (MSSP, Resell & Influence)

• Work at a deal level to progress the joint pipeline and provide support on order processing and order management

• Work with sales team on deal-level pricing strategies and leveraging additional investment and enablement capacity

• Leverage  a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets

• Drive field & partner interlock and engage sales leadership effectively

• Document partner activities in joint pursuits and accurately communicate outcomes and next steps

• Lead partner enablement programs in close collaboration with field SE and Partner Development Managers

• Experience in sales cycle progression and procurement processes in partner-led deals  in order to ensure timely closure of deals against critical quarterly targets

• Provide weekly forecast updates toward quarterly and annual revenue targets

• Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity

• Collaborate and shares best practices cross-functionally and with partners effectively

• Drive partners to go big with Palo Alto Networks

• Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment

• Mission driven, curious, adaptable, self-starter with a growth mindset

• Travel as needed to regional Partner teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building

• Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives

• Balance short-term initiatives with longer-term development objectives
   

Qualifications

Qualifications

• Minimum 15 +  years of sales experience in a hi-tech environment focusing on consulting and managed services partnerships, especially with Key ASEAN Channel Partners. Cybersecurity experience preferred but not required

• Minimum 5 years in indirect sales with proven experience in partner management with System Integrators

• Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence). 

• Strong cross functional collaborator with the maturity to display natural team leadership as well as team player skills

• Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management

• Strong understanding of Managed Services/GSI GTM models

• Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations

• Demonstrable track record of campaign delivery. The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets

• Results-oriented with a proven ability to deliver against stretch targets

• Articulate verbally and in writing

• Excellent presentation skills with the ability to influence at senior levels within a Partner organization

• Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features

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.

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  accommodations@paloaltonetworks.com.

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position. 

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.

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 accommodations@paloaltonetworks.com.

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.