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Distribution Program Director, Emea
il y a 2 semaines
**Company Description** 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
**Job Description** Your Career**
The EMEA Program Director is primarily responsible for driving demand generation and pipeline development sales and marketing campaigns with Palo Alto Networks EMEA Distributors. The EMEA Program Director will drive the vision, strategies, and best practices to optimize distribution performance in the areas of sales, marketing, and partner enablement, and in alignment with theater sales priorities. The role is responsible for aligning the sales, marketing, and enablement efforts between EMEA distributors and Palo Alto Networks country channel teams, as well as our global Ecosystems Programs team. This role will report directly into the EMEA VP of Ecosystems.
The role will primarily focus on accelerating mid-market and commercial business, low-touch/no-touch sales motion, and volume business via distribution managed partners (DMP) and high-velocity transactional partners. The role will work with stakeholders to set strategies and execute measurable, impactful pipeline development and sales campaigns for specific market opportunities, industry sectors, and sales segments. This role will also manage the executive relationships in our global distributors, and drive the required governance and cadence that allows us to measure and monitor our progress together across all focus markets.
**Your Impact**
- Strategic vision and roadmap to evolve distribution sales model to meet evolving company needs
- Design whitespace and install base sales campaign with distributors, aligned at field-level
- Distribution Sales, Program, Marketing, and Partner Enablement Performance Management
- Internal alignment with and advocacy to Sales/SE, Renewals, and Marketing organizations
- Set annual and quarterly goals and KPIs for distribution business plans and sales campaigns
- Build sales plans to drive accelerated growth and channel productivity in the Commercial accounts
- Align with marketing and field sales to the channel organization and partner ecosystem and will engage regularly to build distribution marketing and demand generation plans with the Distribution and Channel Programs Manager
- Act as a liaison to Marketing and Product Management on product portfolio needs, competitive intelligence / attack programs, and promotional/incentive strategies required in order for Palo Alto Networks to be successful in the Commercial market segment
- Manage the sales performance of key distributors through quarterly and annual sales planning, forecasting and reporting for whitespace (new customer), install base expansion, product refresh, and renewal sales
- Work in close collaboration with the Channel Renewals Manager in order to establish a performance management cadence with the distributors and Distribution Managers on Renewals business and to continually improve processes related to our two-tier Renewals business
- Work closely with Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs
- Develop a plan for effective hand-off and follow-up of Marketing generated Pre-Qualified Leads for accounts in the Commercial space - Build rules and process to have the channel take responsibility for these PQLs and maximize their return through closed business
- Develop or provide input on sales training plans for the distribution team, for the distributors, and for the channel partners
- Responsible for accelerating a channel sales strategy through the distributors, and primarily
