Partner Development Manager

This is a fully remote position, open to applicants in Canada.

📋 Description

• Create annual Joint Business Plans with Focus Partners to enhance dedicated Identity Security sales, technical, and services capabilities.

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

• Promote partner practice maturity through certifications and enablement initiatives.

• Equip partner sellers, solution architects, and delivery consultants on the Idira portfolio via role-specific training programs.

• Develop joint account plans with Focus Partners and synchronize with the internal field organization, including RVPs, DSMs, and CBMs.

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

• Recognize and expedite platform cross-sell opportunities across Strata, Cortex, Prisma, and AI Security.

• Execute repeatable sales strategies to encourage deal registrations, partner-sourced pipelines, and installed-base opportunities.

• Build and sustain executive relationships within strategic partners and conduct Quarterly Business Reviews.

• Track and report on partner business health, pipeline performance, and execution of strategic initiatives.

• Provide field insights to Product, Programs, and Go-to-Market teams to guide strategy.

⛳️ Requirements

• Bachelor's degree or equivalent professional experience.

• Over 5 years of experience in partner ecosystem development, channel sales, business development, or Go-to-Market Sales.

• Proven experience in strategic business planning and managing executive relationships.

• Demonstrated ability to implement joint go-to-market strategies and generate partner-driven pipeline.

• Strong knowledge of Identity Security and the wider cybersecurity landscape.

• Experience with Palo Alto Networks' product portfolio is preferred.

• A Master's degree in a related discipline is preferred.

• Experience in managing relationships with Global System Integrators (GSIs), Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs) is preferred.

• A proven history of surpassing pipeline and revenue targets in a partner-focused role is preferred.

• No immigration sponsorship is available; applicants must not require employer-sponsored work visas.

🏝️ Benefits

• Restricted stock units may be included.

• Bonus potential may be included.

• Employee benefits are available (specific benefits not detailed).

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