Senior Partner Development Manager

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with an ultimate goal being to train and enable our channel partners to become empowered in the use and sale of our products.

Job Summary

As a Senior Partner Development Manager Idira, you will develop and execute strategic business plans to maximize growth opportunities and ensure partners are well-positioned to deliver successful customer implementations. You will enable and inspire partners to promote our Idira platform, driving revenue growth and building strong, long-lasting partnerships across the region.

Key Responsibilities

• Develop and execute strategic business plans with assigned partners to drive Idira enablement, bookings, pipeline, and market share.
• Identify and recruit high-potential Idira focused partners, MSSPs, and Identity modernization providers.
• Establish executive-level relationships within partner organizations.
• Lead quarterly business reviews (QBRs) and performance management discussions.
• Drive partner accountability against revenue, certification, deal registration and pipeline objectives.
• Build and maintain a Idira partner generated and partner influenced pipeline.
• Collaborate with Idira field sales teams on account planning and opportunity development.
• Develop repeatable sales plays focused on Next Generation Trust Security, Agentic AI, and penetrating current Palo Alto Networks customers with Idira technologies.
• Align partner resources to strategic customer opportunities and competitive displacement campaigns.
• Enable Partners on the value proposition and inspire them to promote our Idira product.
• Support partners in developing Value added solutions and Professional Managed Services offerings based on our Idira products increasing revenue growth.
• Build and maintain the activity of performance reports and activity dashboards.

Qualifications

Required Qualifications

• 7+ years of experience in Channel Sales, Partner Development, Alliances, or Business Development.
• Experience working with cybersecurity technologies such as Privilege Access Management, Human, Machine, or Agentic Identities, Secrets Management, and Identity Governance and Administration.
• Proven track record of driving revenue through partners.
• Experience working with MSSPs, GSIs, and strategic VARs.
• Ability to build and execute business plans tied to measurable outcomes.

• Strong executive presence and relationship management skills.
• Experience managing complex channel conflicts and navigating matrix organizations.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.