Partner Development Manager

🔥 7 minutes ago

🇨🇦 Canada – Remote

💵 $224k - $308k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤝 Client Partner

👻 Ghost score 0%

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Palo Alto Networks

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

🏢 Enterprise

💰 $1M Seed Round - Morta Security on 2013-02

Cybersecurity • Enterprise

Palo Alto Networks is a global cybersecurity company that provides AI-driven platforms, products, and services to protect networks, cloud workloads, endpoints, and applications. Its portfolio includes next-generation firewalls, SASE and Prisma Cloud (CNAPP) offerings, the Cortex security operations suite (XDR, XSOAR, XSIAM), and Unit 42 threat intelligence and incident response services. Palo Alto Networks helps enterprises secure AI deployments, automate SOC workflows, and prevent, detect, and respond to sophisticated threats across hybrid and multi-cloud environments.

📋 Description

• Develop annual Joint Business Plans with Focus Partners to build dedicated Identity Security sales, technical, and services capabilities • Drive executive alignment and long-term partner investment strategies • Expand partner practice maturity through certifications and enablement • Enable partner sellers, solution architects, and delivery consultants on the Idira portfolio through role-based training programs • Build joint account plans with Focus Partners and align with internal field organization including RVPs, DSMs, and CBMs • Execute partner-led demand generation campaigns, executive briefings, workshops, and customer events • Identify and accelerate platform cross-sell opportunities across Strata, Cortex, Prisma, and AI Security • Execute repeatable sales plays to drive deal registrations, partner-sourced pipeline, and installed-base opportunities • Develop and maintain executive relationships within strategic partners and conduct Quarterly Business Reviews • Monitor and report on partner business health, pipeline performance, and strategic initiative execution • Provide field feedback to Product, Programs, and Go-to-Market teams to inform strategy

🎯 Requirements

• Bachelor's degree or equivalent experience • 5+ years of experience in partner ecosystem development, channel sales, business development, or GTM Sales • Demonstrated experience in strategic business planning and executive relationship management • Proven ability to execute joint go-to-market strategies and generate partner-led pipeline • Strong understanding of Identity Security and the broader cybersecurity landscape • Experience with Palo Alto Networks' product portfolio preferred • Master's degree in a related field preferred • Experience managing relationships with Global System Integrators (GSIs), Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs) preferred • Proven track record of exceeding pipeline and revenue targets in a partner-focused role preferred • No immigration sponsorship; applicants must not require employer-sponsored work visas

🏖️ Benefits

• Restricted stock units may be included • Bonus may be included • Employee benefits are available (specific benefits not listed) • Reasonable accommodations for qualified individuals with a disability or special need