Director, Strategic Partnerships, Palo Alto Networks

Presidio • ,

16h

About The Position

The Director, Strategic Partnerships, Palo Alto Networks owns Presidio’s partnership with Palo Alto Networks and is accountable for growing it. As Presidio’s senior relationship owner, this director sets partnership strategy, leads the joint growth plan, and positions Presidio as a trusted partner for Palo Alto Networks and its customers across network security, SASE, security operations, and identity and AI security. The role uses data from both companies to assess business direction, determine investments, and generate revenue. It includes approximately 30 to 40 percent travel.

Requirements

• Bachelor’s degree or equivalent experience and/or military experience.
• At least 5 years of overall experience in technology sales, alliances, or partner management.
• Experience owning a strategic technology partnership or partner-driven business, with a record of growing revenue.
• Executive presence and the ability to build trusted relationships with senior partner leaders.
• Strong business acumen across revenue, pipeline, renewals, and partner investment.
• Ability to lead through influence across sales teams, practices, and partners.

Nice To Haves

• Experience at or close partnership with Palo Alto Networks, including established relationships with its partner, field, or executive leaders.
• Working knowledge of Palo Alto Networks platforms and the NextWave Partner Program.
• Hands-on use of AI tools in day-to-day work.

Responsibilities

• Build and own the Palo Alto Networks partner plan, including growth goals, joint sales plays, target accounts, and supporting investments.
• Serve as Presidio’s senior relationship owner with Palo Alto Networks partner, field, and executive leaders, and lead joint business reviews.
• Drive joint growth plays across platform expansion, security operations, SASE proofs of value, and identity and AI security in collaboration with Presidio’s cyber sales leaders and cybersecurity practice.
• Work with account teams to anticipate Palo Alto Networks renewals, protect existing business, and expand customers to additional platforms.
• Maintain Presidio’s standing in the Palo Alto Networks NextWave Partner Program, including specializations and certifications, and capture program benefits.
• Secure and grow Palo Alto Networks partner investment, linking it to clear outcomes and returns.
• Align Presidio field sales teams and sales leaders, partner marketing, the cybersecurity practice, other business units, and dedicated Palo Alto Networks field sellers behind the partnership plan, clarifying each team’s role in delivering it.
• Own Palo Alto Networks revenue, gross profit, and pipeline growth against plan, and provide Presidio leaders with an accurate monthly business outlook.

What This Job Offers

• Job Type: Full-time
• Career Level: Director