Lead, Prisma Browser for Business MSP Go-to-Market

Palo Alto Networks, Inc.; Santa Clara (CA); On-site; USD 158,000 - 255,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Lead for Prisma Browser for Business Channel Go-to-Market to spearhead rapid expansion into the Disti, Reseller and MSP ecosystem. Aligned with SMB product, this role targets making Prisma Browser indispensable to partners serving 1 to 200 employees.

Your primary objective is to architect, launch, and execute MSP recruitment and co-selling programs. You will bridge GTM strategy with field sales, shaping packaging, pricing, and market messaging for MSPs while

Qualifications

• 7+ years of experience in channel sales, GTM operations, or partner management within SMB cybersecurity or B2B SaaS.

Responsibilities

• Architect the MSP GTM Engine and define partner tiering and commercial frameworks.
• Direct MSP recruitment and sales, securing partnerships with MSPs and MSSPs.
• Enablement and co-selling with MSPs, onboarding and training sales teams.
• Engage MSP community at conferences, webinars and roadshows to build pipeline.
• Provide product feedback on multi-tenant consoles, billing, and PSA/RMM integrations.
• Track partner recruitment, activation, and churn to optimize strategy.

Skills

MSP GTM

Channel sales

Partner management

Player-coach

MSP networks

Sales strategy

Tools

ConnectWise

Autotask

NinjaOne

Datto

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!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

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!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Your Career

We are seeking a Lead for Prisma Browser for Business Channel Go-to-Market to spearhead our rapid expansion into the Disti, Re-seller and Managed Service Provider ecosystem. Aligned with our SMB product, this role is dedicated entirely to making Prisma Browser an indispensable, profitable security and productivity layer for partners servicing businesses with 1 to 200 employees.

Your primary objective will be to architect, launch, and execute our Re-sellers and MSP recruitment and co-selling programs from the ground up. You will bridge GTM strategy and direct sales execution - defining how we package, price, and market to MSPs while personally taking to the field to hunt, sign, and onboard key service provider partners. If you are passionate about the SMB IT channel, understand how MSPs evaluate and operationalize new security tools, and thrive in a dynamic, execution-heavy role where you directly drive pipeline and market penetration, this is your opportunity to build a category-defining partner engine.

Your Impact

• Architect the MSP GTM Engine: Define the operational strategy, partner tiering, and commercial frameworks required to scale Prisma Browser for Business across the North American and global MSP landscapes.


• Direct MSP Recruitment & Sales: Act as the primary sales driver for the MSP channel, actively identifying, pitching, and securing partnerships with leading MSPs and Managed Security Service Providers (MSSPs).


• Enablement & Co-Selling: Create scalable onboarding, technical enablement, and co-marketing programs that equip MSP sales teams to effortlessly pitch Prisma Browser as a replacement for legacy web filtering and standalone browser isolation tools.


• MSP Community & Ecosystem Engagement: Represent Prisma Browser within the broader SMB channel community, driving our presence at major MSP conferences, webinars, and regional roadshows to build brand affinity and pipeline.


• Product & Packaging Feedback Loop: Serve as the voice of the MSP partner within internal cross-functional teams, advocating for critical channel requirements such as multi‑tenant consoles, consumption‑based billing, and seamless PSA/RMM integrations.


• Measure & Optimize Partner Success: Track partner recruitment velocity, activation rates, seat expansion, and churn, utilizing data to continuously refine our partner acquisition and retention strategies.

Qualifications

Your Experience

• 7+ years of experience in channel sales, GTM operations, or partner management within the SMB cybersecurity or B2B SaaS industries.


• Deep, hands‑on operational and sales experience working directly with Managed Service Providers (MSPs), with a strong professional network across the SMB channel ecosystem.


• Proven ability to operate as a "player-coach" - capable of designing programmatic channel frameworks while actively executing sales calls, negotiating partner agreements, and closing deals.


• Expert understanding of MSP business models, including recurring revenue metrics, margin requirements, and operational workflows (e.g., ConnectWise, Autotask, NinjaOne, Datto).


• Strong business acumen with a history of building GTM plans grounded in market analysis, competitive intelligence (e.g., understanding channel strategies of companies like Huntress, Guard, or Malwarebytes), and customer feedback.


• Exceptional communication and presentation skills, with the ability to engage technical MSP engineers and commercial MSP business owners alike.


• Willingness to travel as needed to support partner recruitment, regional roadshows, and strategic community events.

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.

$158,000.00 - $255,000.00/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.