Partner Development Manager

At Palo Alto Networks, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. Our culture values disruption, collaboration, execution, integrity, and inclusion, and we weave AI into everything we do to augment individual impact.

About the role

The Idira Partner Development Manager (PDM) is responsible for developing and executing the North America ecosystem strategy by building high-performing Identity Security partner practices that accelerate platform adoption and generate partner-led pipeline. The PDM serves as the primary business leader for a portfolio of strategic ecosystem partners, aligning partner investments, sales execution, technical enablement, and executive engagement to drive measurable business outcomes. Success is measured by the strength of partner Identity Security practices, partner-sourced pipeline, and the ability to scale go-to-market motions.

This role is remote, enabling collaboration across geographies while staying close to customers and growing together within a culture of trust, accountability, and shared success.

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.

Requirements

• 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.

Preferred Qualifications

• Master's degree in a related field.
• Experience with Palo Alto Networks' product portfolio.
• Experience managing relationships with Global System Integrators (GSIs), Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs).
• Proven track record of exceeding pipeline and revenue targets in a partner-focused role.

Pay

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary range is $225,000.00 - $309,000.00 per year. The offered compensation may also include restricted stock units and a bonus.

Benefits

A description of our employee benefits may be found here.