Strategic Partner Lead

Why Join Us?

The EMEA Strategic Partner Lead, Secure Access Service Edge is a senior-level role focused on accelerating the adoption of Secure Access Service Edge (SASE) solutions through a partner-first strategy. This position is responsible for designing and executing high-impact channel programs to drive incremental revenue, partner engagement, and competitive SASE wins.

The ideal candidate is a highly motivated professional with deep cybersecurity and SASE domain expertise—preferably from vendors such as Zscaler, Cato Networks, Palo Alto Networks, or similar cloud-native security companies. This role combines strategic planning, partner enablement, go-to-market execution, and cross-functional leadership to deliver aggressive SASE growth objectives across regional ecosystems.

This is a critical contributor role within our regional channel sales team, with a strong focus on partner-led SASE opportunity creation, co-selling motions, and competitive displacement

Key Responsibilities

Strategic SASE Partner Planning & Execution

• Identify, recruit, and onboard high-potential partners capable of scaling SASE-specific offerings.
• Co-develop joint business plans with Tier 1 partners targeting SASE solution acceleration (ZTNA, SWG, FWaaS, CASB).
• Drive quarterly SASE-focused planning cycles aligned with sales, SEs, marketing, and technical leadership.
• Monitor and analyze SASE pipeline metrics and initiate partner-specific corrective actions when needed.

SASE-Focused Channel Development & Operationalization

• Shape and evolve the SASE partner program by providing feedback on incentives, rebates, and deal registration processes.
• Actively collaborate to structure SASE-centric playbooks and enablement paths for partners (e.g., Zero Trust GTM, Secure Remote Access use cases).
• Analyze dashboards to monitor partner contribution to the SASE pipeline, conversion velocity, and attach rates.
• Support transition of legacy partner models into a SASE-optimized framework.

Pipeline Acceleration & SASE Demand Generation

• Drive execution of partner-led SASE campaigns (ABM, remote access takeout, branch transformation).
• Launch targeted funnel activation for SASE-specific buyer personas (CIO, CISO, Head of Infrastructure).
• Leverage co-branded content, regional roadshows, and joint workshops to accelerate adoption.
• Track sourced vs. influenced pipeline with SASE attribution, ensuring data integrity and reporting cadence.

Partner Enablement & SASE GTM Readiness

• Own commercial readiness for SASE partner sellers and architects.
• Coordinate delivery of SASE sales bootcamps, solution messaging sessions, and certification milestones.
• Ensure partners are equipped with ICP alignment, SASE pricing bundles, objection handling, and battlecards.
• Support readiness for co-sell on ZTNA, SWG, and full platform integrations.

Cross-Functional SASE Collaboration

• Align closely with SASE Sales Specialists to prioritize strategic partners in white space and high-growth territories.
• Collaborate with Product and PMM teams to integrate roadmap updates into partner toolkits and training materials.
• Partner with Channel Ops to streamline SASE-specific workflows and pipeline tracking tools.
• Act as internal SME for SASE partner strategy during forecast reviews, QBRs, and regional GTM sessions.

Qualifications

• 7–10+ years in Channel, Alliances, or GTM roles within cybersecurity, with direct experience in selling or enabling SASE technologies.
• Background at top-tier SASE or SSE vendors (e.g., Zscaler, Cato, Palo Alto, Fortinet, Netskope).
• Proven track record in growing partner-led SASE or cloud security businesses across enterprise and mid-market segments.
• In-depth knowledge of SASE components (ZTNA, SWG, CASB, SD-WAN) and related buyer journeys.
• Experience enabling partners to displace legacy VPNs and traditional security stacks.

Preferred Qualifications

• Dual experience in strategic partner planning and in-field execution.
• Strong proficiency in Salesforce, PRM platforms, and BI dashboards.
• Familiarity with two-tier distribution and channel ecosystems across hiring GEO.
• Executive presence with experience hosting partner councils, strategy sessions, and technical workshops.
• Bachelor's degree in business, marketing, or related field (MBA preferred).
• This position is posted in multiple territories and your ability to work without sponsorship from an employer now or in the future in the country for which you apply is required.