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About the Role

This leadership role requires a blend of deep enterprise direct selling experience and sophisticated channel strategy to drive growth across the partner ecosystem for the Enterprise Acquisition segment. The primary mission is to leverage strategic channel relationships to penetrate large enterprise accounts where Palo Alto Networks does not currently have a meaningful footprint.

Responsibilities

• Develop and execute the Enterprise Acquisition partner strategy, aligned with Palo Alto Networks’ overall channel priorities and segment sales goals.
• Bridge the gap between direct sales and channel ecosystems, utilizing enterprise selling background to help partners identify, navigate, and close large, complex greenfield accounts.
• Collaborate with central channel leaders, sales executives, and partner managers to ensure successful execution of joint enterprise acquisition initiatives.
• Drive partner enablement and activation, ensuring partners are equipped to hunt, position, and deliver Palo Alto Networks solutions into competitive enterprise accounts.
• Lead business reviews and performance discussions with senior partner stakeholders and PANW executives to measure progress, identify enterprise pipeline gaps, and optimize execution.
• Champion the Enterprise Acquisition segment within the partner ecosystem, ensuring integration into global channel programs, hunting incentives, and specialized services.
• Partner with marketing, enablement, and product leadership to design highly targeted acquisition campaigns, competitive displacement training, and partner services.
• Represent the Enterprise Acquisition segment in executive partner forums and advisory councils, providing thought leadership and insights on enterprise market trends.
• Use data-driven insights to track channel performance within the segment, guide co-investment decisions, and ensure accountability across stakeholders.

Requirements

• Sr Mgr level: 10+ years combining Enterprise Direct Sales / Account Management and Channel Management, Business Development, or Partner Strategy experience.
• Proven Hunting Track Record: Demonstrated success leveraging partner relationships to break into, navigate, and win very large enterprise accounts with no prior footprint.
• Matrix Influence: Demonstrated success in influencing internal sales teams and external partner stakeholders to drive outcomes in a matrixed organization.
• Channel Architecture: Strong understanding of channel operating models, partner economics, incentives, and ecosystem dynamics.
• Strategic Execution: Proven track record of creating and executing strategic business plans that deliver net-new revenue growth.
• Executive Presence: Excellent executive communication and relationship-building skills, with the ability to engage senior leaders at both partner and internal levels.
• C-Suite Engagement: Experience engaging directly with C-level executives at top strategic partners and Fortune 500 prospects.
• Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

Skills

• Cyber-security
• SIEM
• End-point
• Cloud

Location

• Remote

Work Type

• Remote
• Hybrid

Experience Level

• Sr Mgr level
• 10+ years

Salary/Compensations

• $261,000.00 - $358,500.00/yr

Benefits

• Restricted stock units
• Bonus

About the Company

• Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
• In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion.
• We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
• We are committed to providing reasonable accommodations for all qualified individuals with a disability.
• We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Equal Opportunity

• Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines.