Ecosystem Acceleration Lead

Palo Alto Networks•Phoenix, AZ

13d•$226,000 - $310,750•Remote

About The Position

The Palo Alto Networks Ecosystem team is a critical pillar of company growth, and we are seeking an Ecosystem Acceleration Lead who thrives in fast-moving environments and operates as the architect behind scalable SASE partner execution. This role is built for an impact player who designs the systems, motions, and cross-functional alignment that accelerate partner-led activation, pipeline, and revenue across the SASE portfolio. As an Ecosystem Acceleration Lead, you serve as the single-threaded owner of the SASE partner narrative — translating our Enablement → Activation → Capabilities → Demand Generation → Pipeline model into a repeatable, execution-ready motion for a curated set of high-value partners. You will work closely with Channel Business Managers, Field CBMs, and extended ecosystem resources to ensure each district has clear account targets, aligned sales motions, and teaming-agreement structures that turn enablement into measurable outcomes. You act as the overlay strategist for SASE, designing frameworks, sales plays, and engagement models that the field can run consistently and at scale.

Requirements

5+ years in channel management, ecosystem leadership, partner development, or business development within enterprise technology (cybersecurity strongly preferred)
Experience building and scaling partner motions in SASE, SD-WAN, CASB, or cloud security environments
Proven ability to operationalize GTM frameworks across cross-functional and partner-facing organizations
Demonstrated success influencing without authority and driving alignment between sales, channel, marketing, technical teams, and extended ecosystem resources
Strong relationship-building skills with partner executives and internal senior leadership
Track record of delivering measurable outcomes — partner activation, teaming agreements, pipeline creation, and revenue growth
Comfort operating across enterprise and major-accounts motions with high GTM discipline
Highly skilled at balancing strategic design with hands-on operational execution
Strong sales, marketing, and technical awareness across the SASE platform
Ability to thrive in fast-paced, matrixed, virtual environments

Nice To Haves

Technical understanding of SASE architecture and cloud security is a plus

Responsibilities

Architect the SASE single-thread narrative (Enablement → Activation → Capabilities → Demand Gen → Pipeline), ensuring every partner motion drives measurable business outcomes.
Partner to Design structured SASE sales plays and operational frameworks that guide Field CBMs, partner sellers, and extended ecosystem teams through account targeting, value messaging, and joint engagement.
Drive district-level activation by equipping Field CBMs and partners with clear account guidance, repeatable activation motions, and SASE-focused teaming-agreement models that convert enablement into pipeline.
Orchestrate cross-functional collaboration across Channel Business Managers, NCBMs, SASE sales, SE leadership, marketing, and ecosystem innovation teams to ensure unified and predictable execution.
Accelerate joint pursuit activities by coordinating partner and PANW teams around SASE deals, increasing platform attach, opportunity velocity, and win rates.
Partner to Develop partner capacity and capability plans ensuring partners are certified, technically ready, and operationally prepared to execute SASE outcomes with quality.
Lead executive business reviews with clear milestones, cross-functional visibility, and accountability for partner performance and activation progress.

Benefits

The compensation offered for this position will depend on qualifications, experience, and work location.
For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $226000 - $310750/YR.
The offered compensation may also include restricted stock units and a bonus.
A description of our employee benefits may be found here.

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