Ecosystem Acceleration Lead

Palo Alto Networks; Burbank (CA); On-site; USD 225,000 - 309,000; Full time

Job summary

A leading cybersecurity firm is seeking a Cortex Channel Business Manager to architect partner engagement strategies, drive measurable pipeline and revenue growth. The ideal candidate will have over 10 years of experience in channel management and business development, with strong expertise in XDR and cybersecurity. This role requires excellent relationship-building skills and the ability to influence cross-functional teams. Join a culture that values collaboration and innovation, making a real impact in the cybersecurity landscape.

Benefits

Competitive salary

Annual bonus opportunities

Restricted stock units

Qualifications

• 10+ years in channel management or business development within enterprise technology.
• Strong experience with XDR, SIEM, SOC transformation, or automation.
• Ability to influence without authority and drive alignment across teams.
• Proven success in generating measurable business outcomes.

Responsibilities

• Architect the Cortex narrative for partner engagement and revenue.
• Design sales plays and activation frameworks for partners.
• Drive district-level activation with partners and Field CBMs.
• Orchestrate cross-functional alignment for unified execution.

Skills

Channel management

Partner development

Ecosystem leadership

Relationship building

Cybersecurity knowledge

Job description

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting‑edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real‑world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Your Career

The Palo Alto Networks Ecosystem team is a critical pillar of company growth, and we are seeking a Cortex Channel Business Manager who thrives in fast‑moving environments and operates as the architect behind scalable Cortex partner execution. This role is designed for an impact player who builds the systems, motions, and cross‑functional alignment that accelerate partner‑led activation, pipeline, and revenue across the Cortex portfolio (XDR, XSIAM, XSOAR, Xpanse).

As a Cortex Channel Business Manager, you serve as the single‑threaded owner of the Cortex partner narrative — translating our Enablement → Activation → Capabilities → Demand Generation → Pipeline model into a repeatable, execution‑ready motion for a curated set of high‑value partners. You will work closely with Channel Business Managers, Field CBMs, Cortex sellers, SE leaders, and extended ecosystem resources to ensure each district has clear account targets, aligned sales motions, and teaming‑agreement structures that convert enablement into measurable business outcomes. You operate as the overlay strategist for Cortex, designing frameworks, tools, and sales plays the field can run consistently and at scale.

Your Impact

• Architect the Cortex single‑thread narrative (Enablement → Activation → Capabilities → Demand Gen → Pipeline) and ensure every partner interaction ties to measurable pipeline and revenue.
• Partner to design Cortex sales plays and activation frameworks that guide Field CBMs, partner sellers, and extended ecosystem teams through account targeting, value messaging, and repeatable joint pursuit motions.
• Drive district‑level activation by equipping partners and Field CBMs with targeted account guidance, pipeline patterns, repeatable enablement motions, and structured Cortex teaming‑agreement models.
• Orchestrate cross‑functional alignment across Channel Business Managers, NCBMs, Cortex sales, Cortex SEs, marketing, and extended ecosystem resources to ensure unified execution and handoff clarity.
• Accelerate joint pursuit activities by coordinating partner and PANW teams around Cortex opportunities, increasing platform attach, technical validation, and win rates.
• Partner to develop partner capacity and capability plans to ensure partners achieve Cortex certifications, technical readiness, SOC assessment expertise, and repeatable deployment capability.
• Lead executive business reviews that establish clear milestones, measure progress against the Cortex activation cycle, and drive accountability across partner and PANW teams.

Qualifications

• 10+ years in channel management, ecosystem leadership, partner development, or business development within enterprise technology (cybersecurity strongly preferred).
• Strong experience with XDR, SIEM, SOC transformation, automation/orchestration, or threat operations — or the ability to quickly become fluent in Cortex GTM motions.
• Proven success operationalizing GTM frameworks across cross‑functional teams and partner organizations.
• Demonstrated ability to influence without authority and drive alignment across sales, channel, marketing, SE leadership, and extended ecosystem resources.
• Excellent relationship‑building skills with senior partner executives and internal leadership.
• Clear track record of generating measurable business outcomes: partner activation, teaming agreements, SOC assessments, pipeline creation, and revenue growth.
• Strong understanding of enterprise, commercial, and major‑accounts motions within cybersecurity.
• Ability to shift seamlessly between strategic design and hands‑on operational execution.
• High discernment across sales, technical readiness, solution development, and partner capability‑building.
• Ability to thrive in a fast‑paced, highly matrixed, virtual environment.
• Technical understanding of XDR, SIEM, automation, SOC workflows, or adjacent technologies is a plus.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non‑sales roles) or base salary + commission target (for sales/com‑missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$225,000.00 - $309,000.00/yr

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Motor‑Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.