Senior Manager of Technical Partnerships

Palo Alto Networks; United States; On-site; USD 170,000 - 210,000; Full time

Benefits offered by this job

Healthcare plans

On-site gym at HQ

Professional development programs

Equity grants and ESPP

Flexible time off

Employee discounts

Job summary

Palo Alto Networks is seeking a Sr Manager of Product Partnerships to architect and scale cloud security partnerships (SASE, Prisma Browser, CDSS, SCM). You will identify, negotiate, and deliver integrations that accelerate the product roadmap and grow ARR.

Sits within Product Management, owns deal lifecycle, and partners with executives to drive strategic ecosystem growth across SMB and enterprise.

Qualifications

• 8+ years of technical business development, product management, or strategic alliances in cybersecurity or networking.
• Strong executive presence and experience negotiating with C-suite stakeholders.
• Ability to design and execute strategic partnerships that scale ARR.

Responsibilities

• Define and execute a technical partnership strategy aligned with Cloud Security product roadmaps.
• Identify and close high-impact partnerships to accelerate SASE growth for SMB and large accounts.
• Own the deal lifecycle from outreach to legal and technical scoping to integration.
• Translate partnerships into concrete use-cases and requirements for product teams.
• Collaborate with VP/SVP and executives to recommend investments unlocking ARR.
• Ensure seamless hand-off from deal to product reality with engineering milestones.
• Lead high-level negotiations with partner CTOs and Heads of Product.

Skills

Technical Business Development

Product Management

Strategic Alliances

Executive Presence

Strategic Vision

SASE & Cloud Expertise

Education

Bachelor’s degree in Computer Science or Engineering

Job description

• As the Sr Manager of Product Partnerships, you will lead the strategic expansion of our Cloud Security (SASE, Prisma Browser, CDSS and SCM) businesses through high impact technical partnerships
• This is not a traditional ecosystem role; you are a strategic product leader who sits within the Product Management organization to identify, negotiate, and execute partnerships that accelerate the product strategy and drive growth
• You will be the primary architect for scaling our Cloud Security (SASE, Prisma Browser, CDSS and SCM) offerings through third-party integrations, acting as a proactive force that tells the product team where the market is moving and which partners will get us there first
• Define Technical Partnership Strategy: Architect a comprehensive technical partnership strategy that is directly aligned with the broader Cloud Security product strategy, ensuring ecosystem investments accelerate core product roadmaps
• Lead Technical Business Development: Proactively identify and hunt for partners that accelerate SASE growth, specifically focusing on high-volume SMB scaling opportunities
• Own the Deal Lifecycle: Drive partnerships from initial outreach and business case development through legal paperwork, technical scoping, and final execution
• Architect Product Use-Cases: Translate partnership potential into concrete technical use-cases and product requirements, ensuring every deal has a clear path to integration and revenue
• Act as a Strategic Product Advisor: Partner with the VP & SVP of Product and C-level executives to recommend specific partnership investments that will unlock new ARR and competitive advantages
• Ensure Seamless Execution: Lead the hand-off from “deal signed” to “product reality,” working with core PMs and engineering to ensure partner commitments are delivered and scaled
• Direct High-Level Negotiations: Navigate complex business and technical trade-offs with partner CTOs and Heads of Product to align long-term roadmaps

Benefits

• Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
• Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
• Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
• Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
• Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
• Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day.

Life at Palo Alto Network

• Strong Technical Fluency: Ability to lead deep-dive architectural conversations and “speak the language” of both sales leaders and product engineers
• Execution Excellence: A proven “closer” who has personally moved deals from white-space identification to signed contracts and launched integrations
• 8+ years of experience in Technical Business Development, Product Management, or Strategic Alliances within the Cybersecurity or Networking space
• Entrepreneurial Mindset: Ability to be “scrappy” and operate with a start-up mentality to achieve outsized results within a large-scale organization
• Executive Presence: Experience negotiating with and influencing C-suite stakeholders at global technology firms and internal executive leadership
• Strategic Vision: Ability to proactively identify market shifts and provide data-driven recommendations to leadership on “where to play and how to win.”
• Product Management Background: Previous experience as a PM or technical leader is highly desirable to ensure deep alignment with the SASE product org
• SASE & Cloud Expertise: Deep understanding of the SASE ecosystem, including SD-WAN, SSE, and browser-based security
• Technical Degree: Bachelor’s degree in Computer Science, Engineering, or a related technical field