Remote Director, Ecosystems & Enterprise Partnerships

Palo Alto Networks, Inc.; Santa Clara (CA); On-site; USD 356,000 - 415,250; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Director, Ecosystems – Strategics West to lead growth across the partner ecosystem with a rare blend of enterprise direct selling and channel leadership.

This role reports into the Americas Ecosystems organization to shape a long‑term partner strategy for Strategics West. You will architect Go-To-Market programs for GSIs, National VARs, CSPs, SPs, and MSSPs to enable rapid land‑and‑expand, collaborating with ecosystems teams and sales leadership to drive

Qualifications

• 10+ years combining Enterprise Direct Sales and Tech Channel Management or Partner Strategy.
• Proven ability to influence across sales teams and partner organizations.
• Strong understanding of channel economics, incentives, and partner dynamics.
• Experience formulating a partnership vision and executing growth strategies.
• Excellent executive communication and C-suite engagement skills.

Responsibilities

• Develop and execute the Strategics West partner strategy aligned with channel priorities and sales goals.
• Bridge direct and channel motions to close large, complex accounts.
• Collaborate with channel leaders and partner managers to drive joint enterprise initiatives.
• Drive partner enablement and activation to position Palo Alto Networks solutions.
• Lead business reviews with senior partner stakeholders and executives.
• Champion the Strategics West segment within the partner ecosystem.
• Design targeted acquisition campaigns with cross-functional teams.
• Use data-driven insights to track performance and guide investments.

Skills

Enterprise Direct Sales

Channel Management

Partnership Strategy

Executive Communication

Job description

Palo Alto Networks, Inc. is seeking a Director, Ecosystems – Strategics West to lead growth across the partner ecosystem with a rare blend of enterprise direct selling and channel leadership.

This role reports into the Americas Ecosystems organization to shape a long‑term partner strategy for Strategics West. You will architect Go-To-Market programs for GSIs, National VARs, CSPs, SPs, and MSSPs to enable rapid land‑and‑expand, collaborating with ecosystems teams and sales leadership to drive