Jeff Mattan

Pioneer
DISC Type : DSI

Sr. Director WW Partner Programs at Palo Alto Networks

San Jose, California, United States

Overview

Jeff Mattan is a global partner ecosystem leader with over 20 years of experience building and scaling indirect channel programs for SaaS, UCaaS, and hardware companies. He holds a BS from Villanova University and an MSM from Georgia Institute of Technology. Colleagues describe him as strategic, collaborative, and proactive.


Jeff was a peer-voted recipient of the "Laser Focus" award for his work merging worldwide SaaS and CPE partner programs into a single, unified program.

Personality Overview

Friendly But Fast

Decisive But Friendly

Driven But Considerate

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Partner Program Development
He has extensive experience designing, building, and managing partner programs from scratch for various company sizes, from startups to large enterprises.
Ecosystem Transformation
His work focuses on transitioning legacy, transactional partner programs into modern, global ecosystem models that measure partner influence and implementation success.
Data-Driven Programs
He emphasizes leveraging data to make better decisions and build more effective partner programs, as highlighted in his recent professional activity.

Media Appearances

Jeff has no verified media appearances

Work History

1-2025
Sr. Director WW Partner Programs at Palo Alto Networks
2-2024 - 10-2024
VP Global Partner Ecosystem Programs and Operations at BeyondTrust
10-2020 - 2-2024
VP, Global Partner Programs and Operations at BeyondTrust
7-2021 - 10-2021
SVP Global Channel Sales - Acting at BeyondTrust
5-2016 - 1-2024
Strategic Advisor at Outwork, Inc

Education

BS from Villanova University
MSM from Georgia Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 6 Location : San Jose, California, United States Job Level : Senior Designation : Sr. Director WW Partner Programs at Palo Alto Networks
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Insights For Selling To Jeff

During A Call Or A Meeting

DO's

  • Showcase existing customers and use case-studies to grab their attention
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Build a trustworthy relationship while keeping the product center-stage

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jeff is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Jeff

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Jeff move?

  • They are generally fast movers and can take quick decisions
  • Can Jeff take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Jeff

Personality Compatibility


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