Remote Partner Ecosystem Leader, AI Security & GTM

Tech Sales Jobs; Boston (MA); Remote; USD 225,000 - 309,000; Full time

Job summary

Palo Alto Networks is seeking a remote but USA-based Partner Development Manager to lead North America ecosystem strategy. You will build high-performing AI Security partner practices that accelerate adoption and generate partner-led pipeline, acting as the primary business leader for a portfolio of strategic partners.

You will align partner investments, enable sales and technical teams, and drive repeatable go-to-market motions across the Palo Alto Networks ecosystem, with a focus on Prisma

Qualifications

• Bachelor's degree with 12 years of experience, or Master's degree with 8 years of experience, or PhD with 5 years of experience in a related field.
• Proven experience in partner ecosystem development, strategic business planning, and executive relationship management.
• Expertise in Prisma Security and the broader cybersecurity industry.
• Demonstrated ability to drive pipeline generation and execute go-to-market strategies.

Responsibilities

• Develop annual Joint Business Plans with Focus Partners.
• Build dedicated Prisma Security sales, technical, and services capabilities.
• Expand partner practice maturity through certifications, enablement, and executive sponsorship.
• Drive executive alignment and long-term partner investment strategies.
• Enable partner sellers, solution architects, and delivery consultants on the Prisma AIRS portfolio.
• Coordinate role-based sales and technical enablement programs.
• Establish partner demo capabilities and Prisma Security champions.
• Increase partner readiness to position, sell, implement, and support Prisma AIRS solutions.
• Build joint account plans with Focus Partners and the Palo Alto Networks field organization.
• Align with Regional VPs, District Sales Managers, Channel Business Managers, and National 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.
• Drive deal registrations and partner-sourced pipeline through repeatable sales plays.
• Expand installed-base opportunities and SaaS migrations.
• Increase platform attach across the Palo Alto Networks portfolio.
• Develop and strengthen executive relationships within strategic partners.
• Conduct Quarterly Business Reviews and Executive Business Reviews.
• Align partner investments with business priorities and influence leadership to prioritize Prisma Security practice growth.
• Monitor and report on partner business health, pipeline performance, and strategic initiatives.
• Track business plan execution and partner maturity.
• Provide field feedback to Product, Programs, and GTM teams.

Skills

Partner ecosystem development

Executive relationship management

Strategic business planning

Go-to-market strategies

Cross-functional leadership

Education

Bachelor's degree + 12 years of experience

Master's degree + 8 years of experience

PhD + 5 years of experience

Tools

Prisma Security

Job description

Palo Alto Networks is seeking a remote but USA-based Partner Development Manager to lead North America ecosystem strategy. You will build high-performing AI Security partner practices that accelerate adoption and generate partner-led pipeline, acting as the primary business leader for a portfolio of strategic partners.

You will align partner investments, enable sales and technical teams, and drive repeatable go-to-market motions across the Palo Alto Networks ecosystem, with a focus on Prisma