Partner Development Manager

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

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

The Idira Partner Development Manager (PDM) is responsible for developing and executing the North America ecosystem strategy by building high‑performing Identity Security partner practices that accelerate platform adoption and generate partner‑led pipeline. The PDM serves as the primary business leader for a portfolio of strategic ecosystem partners, aligning partner investments, sales execution, technical enablement, and executive engagement to drive measurable business outcomes. Success is measured by the strength of partner Identity Security practices, partner‑sourced pipeline, and the ability to scale go‑to‑market motions.

Key Responsibilities

• Develop annual Joint Business Plans with Focus Partners to build dedicated 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.

Qualifications

• Bachelor’s degree or equivalent experience.
• 12+ years of experience in partner ecosystem development, channel sales, or business development in the technology sector.
• Demonstrated experience in 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 broader cybersecurity landscape.

Preferred Qualifications

• Master’s degree in a related field.
• Experience with Palo Alto Networks’ product portfolio.
• Experience managing relationships with Global System Integrators (GSIs), Value‑Added Resellers (VARs), and Managed Security Service Providers (MSSPs).
• Proven track record of exceeding pipeline and revenue targets in a partner‑focused role.

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.