Remote Partner Development Leader – Identity Security

Palo Alto Networks, Inc.; Pennsylvania; On-site; USD 225,000 - 309,000; Full time

Job summary

Palo Alto Networks, Inc. is hiring a Idira Partner Development Manager to lead the North America ecosystem strategy for Identity Security. You will build and scale partner practices, align investments with sales and enablement, and drive measurable partner-led pipeline across key partners.

The role emphasizes executive engagement, joint business planning, and partner enablement through training and certifications, with remote work and occasional travel within North America.

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.

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

Executive relationship management

Identity Security

Education

Bachelor's degree or equivalent experience

Job description

Palo Alto Networks, Inc. is hiring a Idira Partner Development Manager to lead the North America ecosystem strategy for Identity Security. You will build and scale partner practices, align investments with sales and enablement, and drive measurable partner-led pipeline across key partners.

The role emphasizes executive engagement, joint business planning, and partner enablement through training and certifications, with remote work and occasional travel within North America.