Partner Development Manager

Palo Alto Networks

. Develop annual Joint Business Plans with Focus Partners .

Posted 10/26/2026full-timeRemote • United StatesMid-LevelSenior💰 $232,000 - $319,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in partner ecosystem development and strategic business planning, with a strong focus on driving pipeline generation and executing go-to-market strategies within the cybersecurity industry. Proven ability to build executive relationships and enhance partner capabilities through enablement and certifications.

Highest-signal resume keywords

Prisma Security ExpertisePartner Ecosystem DevelopmentStrategic Business PlanningPipeline GenerationCross-Functional Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business PlanningPipeline ManagementSales Strategy ExecutionTechnical EnablementAccount PlanningDemand GenerationSaaS MigrationCross-Sell OpportunitiesQuarterly Business ReviewsExecutive Relationship Management

Soft Skills

Executive CommunicationCollaborationLeadership

Tools & Technologies

Prisma AIRS PortfolioPalo Alto Networks PortfolioStrataCortexAI Security

Industry Keywords

CybersecurityPartner Practice MaturityExecutive SponsorshipBusiness Health MonitoringPartner Readiness

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Develop annual Joint Business Plans with Focus Partners
Build dedicated Prisma 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 Prisma AIRS portfolio
Coordinate role-based sales and technical enablement programs
Establish partner demo capabilities and Prisma Security champions
Increase partner readiness to position, sell, implement, and support Prisma AIRS 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
Drive deal registrations and partner-sourced pipeline through repeatable sales plays
Expand installed-base opportunities and SaaS migrations
Increase platform attach across the Palo Alto Networks portfolio
Develop and strengthen executive relationships within strategic partners
Conduct Quarterly Business Reviews and Executive Business Reviews
Align partner investments with business priorities and influence leadership to prioritize Prisma Security practice growth
Monitor and report on partner business health, pipeline performance, and strategic initiatives
Track business plan execution and partner maturity
Provide field feedback to Product, Programs, and GTM teams

Requirements

What you’ll need

Bachelor's degree with 12 years of experience, or Master's degree with 8 years of experience, or PhD with 5 years of experience in a related field
Proven experience in partner ecosystem development, strategic business planning, and executive relationship management
Expertise in Prisma Security and the broader cybersecurity industry
Demonstrated ability to drive pipeline generation and execute go-to-market strategies
Experience with cross-functional leadership and program execution
Strong sales, business development, and executive communication skills
Experience working with the Palo Alto Networks portfolio, including Strata, Cortex, Prisma, and AI Security
No immigration sponsorship is available; applicants must not require work visa sponsorship
Reliable transportation for business meetings and events may be required
Valid driver's license required if driving in connection with company business

Benefits

Comp & perks

Restricted stock units may be included
Bonus may be included
Employee benefits are offered (specific benefits not detailed)
Reasonable accommodations for qualified individuals with a disability or special need