Partner Development Manager

🔥 23 hours ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $232k - $319k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🤝 Client Partner

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 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 and execute the North America ecosystem strategy • Build high-performing Identity Security partner practices • Serve as primary business leader for a portfolio of strategic ecosystem partners • Align partner investments, sales execution, technical enablement, and executive engagement • Develop annual Joint Business Plans with Focus Partners • Drive executive alignment and partner investment strategies • Expand partner practice maturity through certifications and enablement • Enable partner sellers, solution architects, and delivery consultants through role-based training • Build joint account plans and align with the internal field organization • 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 and partner-sourced pipeline • Develop executive relationships and conduct Quarterly Business Reviews • Monitor and report partner business health, pipeline performance, and strategic initiatives • Provide field feedback to Product, Programs, and Go-to-Market teams

🎯 Requirements

• Bachelor's degree or equivalent experience • 12+ years of experience in partner ecosystem development, channel sales, or business development in the technology sector • Experience in strategic business planning and executive relationship management • Ability to execute joint go-to-market strategies and generate partner-led pipeline • Strong understanding of Identity Security and the broader cybersecurity landscape • Master's degree in a related field (preferred) • Experience with Palo Alto Networks' product portfolio (preferred) • Experience managing relationships with Global System Integrators (GSIs), Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs) (preferred) • Track record of exceeding pipeline and revenue targets in a partner-focused role (preferred) • No immigration sponsorship; applicants must not require work visa sponsorship • Reliable transportation for business meetings and events may be required • Valid driver's license required if driving for company business

🏖️ Benefits

• Restricted stock units may be included • A bonus may be included • Employee benefits are offered (specific benefits linked separately)