Partner Development Manager

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

📋 Description

• Formulate annual Joint Business Plans in collaboration with Focus Partners.

• Develop specialized sales, technical, and service capabilities in Prisma Security.

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

• Foster executive alignment and long-term investment strategies with partners.

• Equip partner sellers, solution architects, and delivery consultants with knowledge of the Prisma AIRS portfolio.

• Organize role-specific sales and technical training programs.

• Create partner demo capabilities and establish Prisma Security champions.

• Enhance partner preparedness to position, sell, implement, and support Prisma AIRS solutions.

• Develop collaborative account plans with Focus Partners and the Palo Alto Networks field organization.

• Collaborate with Regional VPs, District Sales Managers, Channel Business Managers, and National CBMs.

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

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

• Propel deal registrations and partner-sourced pipelines through repeatable sales strategies.

• Expand installed-base opportunities and facilitate SaaS migrations.

• Increase platform attachment across the Palo Alto Networks portfolio.

• Cultivate and enhance executive relationships with strategic partners.

• Conduct Quarterly Business Reviews and Executive Business Reviews.

• Align partner investments with business priorities and persuade leadership to prioritize growth in the Prisma Security practice.

• Monitor and report on partner business health, pipeline performance, and strategic initiatives.

• Oversee business plan execution and partner maturity tracking.

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

⛳️ Requirements

• Bachelor's degree with 12 years of experience, or Master's degree with 8 years of experience, or PhD with 5 years of experience in a relevant field.

• Demonstrated experience in partner ecosystem development, strategic business planning, and managing executive relationships.

• In-depth knowledge of Prisma Security and the wider cybersecurity industry.

• Proven ability to generate pipelines and implement go-to-market strategies.

• Background in cross-functional leadership and program execution.

• Exceptional sales, business development, and executive communication abilities.

• Experience with the Palo Alto Networks portfolio, which includes Strata, Cortex, Prisma, and AI Security.

• No immigration sponsorship is available; applicants must not require work visa sponsorship.

• Reliable transportation for business meetings and events may be necessary.

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

🏝️ Benefits

• Inclusion of restricted stock units may be offered.

• Potential for bonuses.

• A variety of employee benefits are provided (specific benefits not detailed).

• Reasonable accommodations for qualified individuals with disabilities or special needs will be made.