Senior Manager, Enterprise Acquisition Ecosystems

🔥 3 hours ago

🌵 Arizona, California, +2 more states – Remote

🌵 Arizona – Remote 🏄 California – Remote 🚗 Michigan – Remote 🤠 Texas – Remote

💵 $261k - $358.5k / year

⏰ Full Time

🟠 Senior

📈 Growth Marketing

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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 Enterprise Acquisition partner strategy, aligned with Palo Alto Networks’ overall channel priorities and segment sales goals. • Bridge the gap between direct sales and channel ecosystems, utilizing your enterprise selling background to help partners identify, navigate, and close massive, complex greenfield accounts. • Collaborate with central channel leaders, sales executives, and partner managers to ensure successful execution of joint enterprise acquisition initiatives. • Drive partner enablement and activation, ensuring partners are equipped to hunt, position, and deliver Palo Alto Networks solutions into competitive enterprise accounts. • Lead business reviews and performance discussions with senior partner stakeholders and PANW executives to measure progress, identify enterprise pipeline gaps, and optimize execution. • Champion the Enterprise Acquisition segment within the partner ecosystem, ensuring integration into global channel programs, hunting incentives, and specialized services. • Partner with marketing, enablement, and product leadership to design highly targeted acquisition campaigns, competitive displacement training, and partner services. • Represent the Enterprise Acquisition segment in executive partner forums and advisory councils, providing thought leadership and insights on enterprise market trends. • Use data-driven insights to track channel performance within the segment, guide co-investment decisions, and ensure accountability across stakeholders.

🎯 Requirements

• 10+ years combining Enterprise Direct Sales / Account Management and Channel Management, Business Development, or Partner Strategy experience. • Proven Hunting Track Record: Demonstrated success leveraging partner relationships to break into, navigate, and win very large enterprise accounts with no prior footprint. • Matrix Influence: Demonstrated success in influencing internal sales teams and external partner stakeholders to drive outcomes in a matrixed organization. • Channel Architecture: Strong understanding of channel operating models, partner economics, incentives, and ecosystem dynamics (specifically how to motivate partners to hunt new logos). • Strategic Execution: Proven track record of creating and executing strategic business plans that deliver net-new revenue growth. • Executive Presence: Excellent executive communication and relationship-building skills, with the ability to engage senior leaders at both partner and internal levels. • C-Suite Engagement: Experience engaging directly with C-level executives at top strategic partners and Fortune 500 prospects. • Domain Expertise Preferred: Strong understanding of at least two (2) of the following: 1.) Cyber-security, 2.) SIEM, 3.) End-point, and 4.) Cloud.

🏖️ Benefits

• Employee benefits • Employee discounts