Senior Manager, NAM Partnerships

Palo Alto Networks

. Manage go-to-market activities for the Kyndryl Americas business .

Posted 11/9/2026full-timeRemote • United StatesSenior💰 $272,000 - $374,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in managing go-to-market strategies and partner relationships within the hi-tech sector, with a strong focus on sales campaign management and pipeline development. Proven ability to lead cross-functional teams and deliver against ambitious sales targets while effectively communicating value propositions to stakeholders.

Highest-signal resume keywords

Go-To-Market Strategy ManagementPartner Management ExperienceSales Campaign ManagementStrong Understanding of GSI GTM ModelsExcellent Presentation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ExperienceIndirect SalesService CreationStructured Sales TechniquesCampaign DeliveryCxO ConversationsNegotiatingClosing

Soft Skills

Team LeadershipListeningQuestioningQualifyingInfluencing

Tools & Technologies

Salesforce

Industry Keywords

CybersecuritySystem IntegratorsValue Added PartnersGross MarginMargin Blend

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Manage go-to-market activities for the Kyndryl Americas business
Develop and support GTM activities across Strategic, Majors, and Enterprise segments
Work with regional core and specialist sales teams and Kyndryl counterparts to promote joint sales plays
Drive net-new business, incremental market share, bookings, and net-new customer acquisition
Collaborate with internal and partner teams on GTM sales, marketing, and enablement motions
Prepare and deliver partner plans and support partner business reviews
Co-develop the Americas business plan with the local Kyndryl team and NAM GSI RVP
Build relationship cadence and lead partner-peering exercises
Facilitate joint pipeline and provide weekly tactical support for pipeline development, order management, and purchase-order submission in Salesforce
Educate the North America Kyndryl team on Palo Alto Networks’ enterprise security platform value proposition
Build relationships with Kyndryl and Palo Alto Networks regional leads across training, enablement, marketing, sales, and support
Accept inbound and make outbound telephone calls
Make weekly onsite visits to regional Kyndryl teams to identify sales opportunities, grow pipeline, and build relationships
Implement local business plans with joint country leadership across Sales, SE, Marketing, and Channel
Ensure appropriate Kyndryl stakeholders participate in business-plan approval
Develop and lead Quarterly Business Reviews with stakeholders from both organizations
Communicate Kyndryl development needs to internal teams and translate needs into solutions
Generate leads and introduce Palo Alto Networks to Accenture clients and prospects
Balance short-term initiatives with longer-term development objectives
Support tactical deal-level pricing strategies and leverage investment and enablement capacity

Requirements

What you’ll need

Education to degree level in business or similar discipline
Minimum 10 years of sales experience in a hi-tech environment focusing on services
Minimum 5 years in indirect sales
Proven partner management experience with System Integrators and/or tier-one Value Added Partners across multiple countries
Track record of service creation
Kyndryl partner management experience preferred
Cybersecurity experience preferred but not required
Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence)
Experience using and implementing structured sales techniques across the entire sales cycle
Strong understanding of GSI GTM models
Understanding of Gross Margin and Margin Blend, with ability to conduct CxO conversations
Demonstrable track record of campaign delivery
Ability to use sales skills including listening, questioning, qualifying, gaining commitment, negotiating, summarizing, and closing
Proven ability to deliver against stretch targets
Ability to demonstrate team leadership and team-player skills
Strong verbal and written articulation
Excellent presentation skills with ability to influence senior partner stakeholders
Commercially astute, with ability to promote and sell company offerings based on business benefits and product features
Reliable transportation for business meetings and events
Valid driver’s license if driving for company business
Applicants must not require immigration sponsorship; the company will not sponsor work visas

Benefits

Comp & perks

Restricted stock units
Bonus
Employee benefits (details referenced via benefits link)
Reasonable accommodations for qualified individuals with a disability or special need
Equal employment opportunity and diversity commitment