Channel Partner Manager - Identity Security (Remote, Midwest)

Tech Sales Jobs; Cincinnati (OH); Remote; USD 100,000 - 160,000; Full time

Job summary

Palo Alto Networks seeks a Channel Account Manager - Midwest within the North America Ecosystems framework. The role focuses on developing Identity Security partner practices that accelerate platform adoption and generate partner-led pipeline.

You will serve as the primary business leader for strategic ecosystem partners, aligning investments, sales execution, enablement, and executive engagement to drive measurable outcomes.

Responsibilities

• Build Strategic Partner Practices: Develop annual Joint Business Plans with Focus Partners; Build dedicated Identity Security sales, technical, and services capabilities; Expand partner practice maturity through certifications, enablement, and executive sponsorship; Drive executive alignment and long-term partner investment strategies.
• Accelerate Partner Readiness: Enable partner sellers, solution architects, and delivery consultants on the Idira portfolio; Coordinate role-based sales and technical enablement programs; Establish partner demo capabilities and Identity Security champions; Increase partner readiness to position, sell, implement, and support Idira solutions.
• Execute Joint Go-to-Market Motions: Build joint account plans with Focus Partners and the Palo Alto Networks field organization; Align with Regional VPs, District Sales Managers, Channel Business Managers, and National 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.
• Drive Pipeline Growth: Execute repeatable sales plays focused on; Drive deal registrations and partner-sourced pipeline; Expand installed-base opportunities and SaaS migrations; Increase platform attach across the Palo Alto Networks portfolio.
• Strengthen Executive Relationships: Develop executive relationships within strategic partners; Conduct Quarterly Business Reviews and Executive Business Reviews; Align partner investments with business priorities; Influence partner leadership to prioritize Identity Security practice growth.
• Measure Business Performance: Monitor partner business health and pipeline performance; Track business plan execution and partner maturity; Report on strategic initiatives, pipeline creation, and business outcomes; Provide field feedback to Product, Programs, and GTM teams.

Skills

Executive relationship management

Strategic business planning

Partner ecosystem development

Identity Security expertise

Cross-functional leadership

Sales and business development

Go-to-market strategy

Pipeline generation

Executive communication

Program execution

Job description

Palo Alto Networks seeks a Channel Account Manager - Midwest within the North America Ecosystems framework. The role focuses on developing Identity Security partner practices that accelerate platform adoption and generate partner-led pipeline.

You will serve as the primary business leader for strategic ecosystem partners, aligning investments, sales execution, enablement, and executive engagement to drive measurable outcomes.