Identity Security Partner Growth Lead (Remote)

Palo Alto Networks; United States; Remote; USD 225,000 - 309,000; Full time

Job summary

Palo Alto Networks is seeking an Idira Partner Development Manager (PDM) to lead North America ecosystem strategy, building high-performing Identity Security partner practices that accelerate platform adoption and generate partner-led pipeline.

The role serves as the primary business leader for a portfolio of strategic partners, aligning investments, sales execution, enablement, and executive engagement to drive measurable outcomes.

Qualifications

• Bachelor’s degree or equivalent experience.
• 12+ years in partner ecosystem development, channel sales or BD in tech.
• 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 cybersecurity landscape.

Responsibilities

• Develop annual Joint Business Plans with Focus Partners to build Identity Security sales, technical, and services capabilities.
• Drive executive alignment, long-term partner investment strategies, and 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 expand installed-base opportunities.
• Develop and maintain executive relationships within strategic partners, conducting Quarterly Business Reviews.
• Monitor and report on partner business health, pipeline performance, and the execution of strategic initiatives.
• Provide field feedback to Product, Programs, and Go-to-Market teams to inform strategy.

Skills

Partner ecosystem development

Channel sales

Business development

Technology sector

Education

Bachelor's degree

Job description

Palo Alto Networks is seeking an Idira Partner Development Manager (PDM) to lead North America ecosystem strategy, building high-performing Identity Security partner practices that accelerate platform adoption and generate partner-led pipeline.

The role serves as the primary business leader for a portfolio of strategic partners, aligning investments, sales execution, enablement, and executive engagement to drive measurable outcomes.