Ecosystem Acceleration Lead

Palo Alto Networks•Phoenix, CA

4d•$226,000 - $310,750•Remote

About The Position

Your Career 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

To succeed, candidates must demonstrate 5+ years in channel management, ecosystem leadership, partner development, or business development within enterprise technology (cybersecurity strongly preferred)
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.

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