Senior Director, Enterprise Acquisition Ecosystems

Palo Alto Networks, Inc.; Austin (TX); On-site; USD 150,000 - 210,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Sr Manager, Ecosystems – Enterprise Acquisition to lead growth across the partner ecosystem for the Enterprise Acquisition segment. The role combines enterprise direct selling with sophisticated channel strategy leadership to penetrate large, greenfield accounts.

This high‑impact, matrixed role requires collaboration with ecosystem orgs, sales leadership, and partner managers to enable partners and deliver measurable net-new revenue and market share gains.

Qualifications

• Sr Mgr level: 10+ years combining Enterprise Direct Sales / Account Management and Channel Management, Business Development, or Partner Strategy experience.
• Proven Hunting Track Record: Demonstrated success leveraging partner relationships to break into very large enterprise accounts.
• Matrix Influence: Demonstrated success influencing internal sales teams and external partner stakeholders in a matrixed organization.
• Channel Architecture: Understanding of channel models, partner economics, incentives, and ecosystem dynamics.

Responsibilities

• Develop and execute the Enterprise Acquisition partner strategy aligned with channel priorities and segment sales goals.
• Bridge the gap between direct sales and channel ecosystems to win large enterprise accounts.
• Collaborate with central channel leaders, sales executives, and partner managers to drive joint initiatives.
• Drive partner enablement and activation to hunt, position, and deliver solutions into enterprise accounts.
• Lead business reviews with senior partner stakeholders and PANW executives to measure progress and close gaps.
• Champion the Enterprise Acquisition segment within the partner ecosystem and integrate into global programs.
• Partner with marketing, enablement, and product leadership to design targeted campaigns and training.
• Represent the segment in executive forums and advisory councils with insights on market trends.
• Use data-driven insights to track channel performance and guide co-investment decisions.

Skills

Enterprise Direct Sales

Channel Management

Partner Strategy

Executive Engagement

GTM Programs

C-Suite Engagement

Job description

Palo Alto Networks, Inc. is seeking a Sr Manager, Ecosystems – Enterprise Acquisition to lead growth across the partner ecosystem for the Enterprise Acquisition segment. The role combines enterprise direct selling with sophisticated channel strategy leadership to penetrate large, greenfield accounts.

This high‑impact, matrixed role requires collaboration with ecosystem orgs, sales leadership, and partner managers to enable partners and deliver measurable net-new revenue and market share gains.