Channel Account Manager - Midwest

Palo Alto Networks•Cincinnati, OH

30d•Remote

About The Position

The Idira Partner Development Manager (PDM) is responsible for developing and executing the North America ecosystem strategy by building high-performing Identity Security partner practices that accelerate platform adoption and generate partner-led pipeline. The PDM serves as the primary business leader for a portfolio of strategic ecosystem partners, aligning partner investments, sales execution, technical enablement, and executive engagement to drive measurable business outcomes. Success in this role is measured by the strength of partner Identity Security practices, partner-sourced pipeline, platform attach, and the ability to scale repeatable go-to-market motions across the Palo Alto Networks ecosystem.

Requirements

Executive relationship management
Strategic business planning
Partner ecosystem development
Identity Security and cybersecurity expertise
Cross-functional leadership
Sales and business development
Go-to-market strategy
Pipeline generation
Executive communication
Program execution

Responsibilities

Develop annual Joint Business Plans with Focus Partners.
Build dedicated Identity Security sales, technical, and services capabilities.
Expand partner practice maturity through certifications, enablement, and executive sponsorship.
Drive executive alignment and long-term partner investment strategies.
Enable partner sellers, solution architects, and delivery consultants on the Idira portfolio.
Coordinate role-based sales and technical enablement programs.
Establish partner demo capabilities and Identity Security champions.
Increase partner readiness to position, sell, implement, and support Idira solutions.
Build joint account plans with Focus Partners and the Palo Alto Networks field organization.
Align with Regional VPs, District Sales Managers, Channel Business Managers, and National CBMs.
Execute partner-led demand generation campaigns, executive briefings, workshops, and customer events.
Identify and accelerate platform cross-sell opportunities across Strata, Cortex, Prisma, and AI Security.
Execute repeatable sales plays focused on driving deal registrations and partner-sourced pipeline.
Expand installed-base opportunities and SaaS migrations.
Increase platform attach across the Palo Alto Networks portfolio.
Develop executive relationships within strategic partners.
Conduct Quarterly Business Reviews and Executive Business Reviews.
Align partner investments with business priorities.
Influence partner leadership to prioritize Identity Security practice growth.
Monitor partner business health and pipeline performance.
Track business plan execution and partner maturity.
Report on strategic initiatives, pipeline creation, and business outcomes.
Provide field feedback to Product, Programs, and GTM teams.