Cloud Engagement Lead, JAPAC

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

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.

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

 

The Team

The CEL will report to the Director, Strategic Alliances, JAPAC and will be part of the team that coordinates Palo Alto Networks GTM activities to Strategic partners, and will be a central conduit for engagement management between Palo Alto Networks and CSP partners. This role is regarded as being strategic to the Company and the Cloud partnering initiative in regard to strategy, influence and execution. This position will be the knowledge expert on joint sales plays and will be asked to present at QBRs, executive meetings, trainings, and events.

 

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.

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.

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