Channel Account Manager

This is a fully remote position, open to applicants in Ohio, +1 more state.

📋 Description

• Develop and implement the ecosystem strategy for North America.

• Establish high-performing Identity Security partner practices.

• Act as the primary business leader for a portfolio of strategic ecosystem partners.

• Align partner investments, sales execution, technical enablement, and executive engagement effectively.

• Create annual Joint Business Plans with Focus Partners.

• Build dedicated sales, technical, and services capabilities within Identity Security.

• Enhance partner practice maturity through certifications, enablement, and executive sponsorship.

• Empower partner sellers, solution architects, and delivery consultants regarding the Idira portfolio.

• Organize role-specific sales and technical enablement initiatives.

• Establish partner demo capabilities and cultivate Identity Security champions.

• Develop joint account plans with Focus Partners in collaboration with the Palo Alto Networks field organization.

• Implement partner-led demand generation campaigns, executive briefings, workshops, and customer events.

• Identify and accelerate cross-sell opportunities across Strata, Cortex, Prisma, and AI Security.

• Drive deal registrations and cultivate partner-sourced pipeline.

• Expand opportunities within the installed base and facilitate SaaS migrations.

• Increase platform attachment across the Palo Alto Networks portfolio.

• Nurture executive relationships within strategic partners.

• Conduct Quarterly Business Reviews and Executive Business Reviews.

• Monitor the health of partner businesses and their pipeline performance.

• Track the execution of business plans and assess partner maturity.

• Report on strategic initiatives, pipeline creation, and business outcomes.

• Provide field insights to Product, Programs, and GTM teams.

⛳️ Requirements

• Qualifications are not specified in the provided posting.

• Expertise in Identity Security and cybersecurity.

• Proficient in executive relationship management.

• Strong skills in strategic business planning.

• Experience in partner ecosystem development.

• Capable of cross-functional leadership.

• Proficient in sales and business development.

• Knowledgeable in go-to-market strategy.

• Skilled in pipeline generation.

• Excellent executive communication abilities.

• Experience in program execution.

• Reliable transportation for business meetings and events is necessary.

• A valid driver’s license is required if driving is involved in company business.

• Must not require immigration sponsorship; Palo Alto Networks will not sponsor work visas for this position.

🏝️ Benefits

• Restricted stock units may be part of the compensation package.

• A bonus may be awarded.

• Comprehensive employee benefits are offered; details can be found via a benefits description link.