Partner Director, Palo Alto Networks

NWN is the leading AI-powered technology solutions provider for North America's most innovative public and private organizations. For more than 30 years, NWN has helped over 5,000 CIOs deliver technology modernization programs with its Intelligent Workplace, Customer Experience (CX), Managed Devices, Cybersecurity and Public Safety, Connectivity, and Intelligent Cloud solutions. The company's proprietary Experience Management Platform ensures seamless service delivery, real-time observability, and improved efficiency for its clients' most demanding technology needs. NWN is a high-performance, high-integrity team of 1,000+ experts committed to a customer-obsessed culture, earning a 75 Customer Net Promoter Score. The company has been recognized with hundreds of industry awards and is proud to be a 'Best Place to Work' with an 86 Employee Net Promoter Score.

Responsibilities

• Serve as the central relationship manager for the Palo Alto Networks alliance, building joint go-to-market initiatives, managing partner programs, and spearheading new growth opportunities.
• Serve as the primary point of contact for Palo Alto Networks' field, channel, and regional organizations.
• Build and execute joint go-to-market strategies with Palo Alto Networks, ensuring alignment with NWN's overall business objectives.
• Manage Palo Alto Networks' partner programs, NextWave tier requirements, and funding opportunities (e.g., MDF) to maximize partnership value.
• Track and report on partnership performance metrics including partner-sourced pipeline, revenue, EMP attach rate, and specialization status.
• Collaborate with NWN's cybersecurity practice, sales, marketing, and technical teams to enable and execute joint initiatives.
• Act as an advocate for NWN within Palo Alto Networks, and for Palo Alto Networks within NWN.
• Own the annual partner business plan and executive QBR cadence, driving cross-functional accountability against Palo Alto Networks commitments.
• Manage NextWave partner-tier progression and specialization roadmap (e.g., platform, SASE, security-operations) to unlock deal registration incentives and MDF.
• Stay current on Palo Alto Networks' partner program requirements, market trends, and the competitive landscape.

Requirements

• Bachelor's degree in Business, Technology, Marketing, or related field preferred.
• MBA degree preferred but not required.
• 10+ years of experience managing strategic technology partnerships.
• MSP, SI, or Cisco partner ecosystem experience preferred.
• Direct experience working with Palo Alto Networks' partner ecosystem (e.g., NextWave) strongly preferred.
• Strong understanding of networking, security, and collaboration technology, partner programs, and go-to-market motions.
• Excellent communication, relationship management, and negotiation skills.
• Proven ability to collaborate cross-functionally with sales, marketing, and technical teams.
• Results-oriented, with a track record of driving measurable business outcomes through partnerships.

Schedule

• Remote: Job duties are performed from the employee’s home or another approved remote location.
• Remote employees are expected to maintain productivity, communication, and availability during agreed-upon working hours, in alignment with company policies.
• Travel required.

Benefits

• Medical, dental, and vision plans.
• Health Savings Account (HSA) and Flexible Spending Accounts (FSAs).
• Income protection through disability and life insurance.
• 401(k) with company match.
• Unlimited PTO and paid company holidays.
• Hybrid/remote work options.
• Paid bonding leave for eligible employees.
• Employee discounts and access to Employee Assistance Program (EAP).
• Accident, critical illness, long-term care, and hospital indemnity coverages.
• Legal and identity theft protection.
• Pet insurance.
• Supplemental life insurances.
• Referral bonuses and charitable donation matching.
• Allowances for eligible roles.

All offers of employment at NWN are contingent upon the successful completion of a comprehensive background check.