Channel Business Manager SASE

Palo Alto Networks • Washington, DC

6d • Remote

About The Position

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 Ecosystem Acceleration Lead – SASE Role Overview The Ecosystem Acceleration Lead (EAL) is a non-traditional channel role focused on helping partners build, scale, and sustain SASE (Secure Access Service Edge) businesses. The role owns the partner SASE business plan, working closely with Palo Alto Networks’ extended sales, technical, and ecosystem teams to show partners how to win, equip them with clear motions and plays, and drive pipeline and bookings through partner-led execution. This role designs customized, repeatable partner motions aligned to Palo Alto Networks’ platform strategy—giving partners a clear, scalable path to grow their SASE business. Acting as the connective tissue between strategy, leadership, and execution, the EAL creates structure, alignment, and momentum through clear narratives, influence, visibility, and tracking. The focus is scale: enabling diverse partners to build SASE practices using a consistent national framework, while tailoring motions to each partner’s business model and strengths.

Requirements

• Experience operating in national, overlay, or program-based partner roles
• Ability to align cross-functional sales, technical, and ecosystem teams and drive accountability without direct authority
• Strong bias toward driving seller wins and making partner value clear, visible, and repeatable
• Comfort operating in ambiguous, fast-changing environments and translating evolving direction into structured, executable motions

Nice To Haves

• Designed repeatable GTM or partner motions adopted across multiple partners at national scale
• Built scalable programs and assets that moved teams beyond 1:1 execution
• Customized partner motions while preserving a clear, shared operating framework
• Invented new or non-standard approaches to unlock partner outcomes in evolving environments

Responsibilities

• Design Partner Routes to Market: Build clear SASE entry plays, expansion paths, and sales motions aligned to partner maturity, services mix, and GTM—resulting in executable partner plans and measurable outcomes.
• Create GTM Operating Systems: Define the plays, handoffs, execution models, and single-threaded narrative that align sales, technical, and ecosystem teams—so partners can consistently drive pipeline and bookings.
• Translate Strategy into Actionable Messaging: Turn complex SASE platform strategy into clear, reusable activation kits (decks, playbooks, briefs, exec updates) that drive alignment and execution across internal teams and partners.
• Drive Platform Expansion: Simplify SASE into action-based guidance that moves partners from initial entry to broader platform adoption.
• Integrate Services & Capabilities: Align sales plays with professional and managed services to enable delivery, support expansion, and increase partner success.
• Activate Execution & Accountability: Align regional channel, sales, and technical teams around partner-led motions with clear ownership, tracking, and follow-through.
• Create leadership-ready visibility into progress, risks, and outcomes—even when standard reporting does not yet exist.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed