Why Join Us
The APAC 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 expertisepreferably 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 technical and commercial readiness for SASE partner sellers and architects.
- Coordinate delivery of SASE 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
- 710+ 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 requires your ability to work without sponsorship from an employer now or in the future in the country for which you apply is required.
