Strategic Partner Development Manager - Identity Security

Jobs Paloaltonetworks

Massachusetts

Hybrid

USD 232,000 - 319,000

Full time

9 days ago

Application generator

Turn this role into an interview — a resume and cover letter built around what this employer wants.

Get past ATS filters

Job summary

Palo Alto Networks is seeking an Idira Partner Development Manager to lead North America ecosystem strategy by building high‑performing Identity Security partner practices that accelerate platform adoption and generate partner‑led pipeline.

You will align partner investments, sales execution, enablement, and executive engagement across Focus Partners to drive measurable business outcomes while expanding cross‑sell opportunities across Strata, Cortex, Prisma, and AI Security.

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 dedicated 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.