Partner Development Manager

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

📋 Description

• Formulate and implement the ecosystem strategy for North America.

• Establish high-performing partner practices in Identity Security.

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

• Coordinate partner investments, sales execution, technical enablement, and executive involvement.

• Create annual Joint Business Plans with key partners.

• Propel executive alignment and strategies for partner investment.

• Enhance partner practice maturity through certifications and training programs.

• Equip partner sellers, solution architects, and delivery consultants with role-based training.

• Develop joint account plans and collaborate with the internal field organization.

• Implement partner-led demand generation initiatives, executive briefings, workshops, and client events.

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

• Apply repeatable sales strategies to boost deal registrations and partner-sourced pipelines.

• Cultivate executive relationships and conduct Quarterly Business Reviews.

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

• Provide feedback from the field to Product, Programs, and Go-to-Market teams.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• Over 12 years of experience in partner ecosystem development, channel sales, or business development within the technology sector.

• Proficient in strategic business planning and managing executive relationships.

• Capable of executing joint go-to-market strategies and generating partner-led pipelines.

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

• Master’s degree in a related field is preferred.

• Familiarity with Palo Alto Networks' product offerings is preferred.

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

• Proven track record of surpassing pipeline and revenue targets in a partner-centric role is preferred.

• No immigration sponsorship 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 for company business.

🏝️ Benefits

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

• A performance-based bonus may be included.

• Employee benefits are available (specific benefits details linked separately).