Partner Development Manager
About The Position
The Idira Partner Development Manager 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 role 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 is measured by the strength of partner Identity Security practices, partner-sourced pipeline, and the ability to scale go-to-market motions. The role is remote and works within hybrid teams collaborating across geographies. It involves strategic partner engagement, joint planning and execution, partner enablement, pipeline development, cross-selling across Palo Alto Networks’ portfolio, and reporting on partner business health and strategic initiatives.
Requirements
- Bachelor's degree or equivalent experience.
- 12+ years of experience in partner ecosystem development, channel sales, or business development in the technology sector.
- Demonstrated experience in strategic business planning and executive relationship management.
- Proven ability to execute joint go-to-market strategies and generate partner-led pipeline.
- Strong understanding of Identity Security and the broader cybersecurity landscape.
Nice To Haves
- Master's degree in a related field.
- Experience with Palo Alto Networks' product portfolio.
- Experience managing relationships with Global System Integrators (GSIs), Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs).
- Proven track record of exceeding pipeline and revenue targets in a partner-focused role.
Responsibilities
- Develop annual Joint Business Plans with Focus Partners to build dedicated Identity Security sales, technical, and services capabilities.
- Drive executive alignment and long-term partner investment strategies, and expand partner practice maturity through certifications and enablement.
- Enable partner sellers, solution architects, and delivery consultants on the Idira portfolio through role-based training programs.
- Build joint account plans with Focus Partners and align with the internal field organization, including RVPs, DSMs, and 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 to drive deal registrations and partner-sourced pipeline, and expand installed-base opportunities.
- Develop and maintain executive relationships within strategic partners and conduct Quarterly Business Reviews.
- Monitor and report on partner business health, pipeline performance, and execution of strategic initiatives.
- Provide field feedback to Product, Programs, and Go-to-Market teams to inform strategy.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
