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About the Role
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 is measured by the strength of partner Identity Security practices, partner-sourced pipeline, and the ability to scale go-to-market motions.
Responsibilities
- Develop annual Joint Business Plans with Focus Partners to build dedicated Identity Security sales, technical, and services capabilities.
- Drive executive alignment, 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 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, partner-sourced pipeline, and expand installed-base opportunities.
- Develop and maintain executive relationships within strategic partners, conducting Quarterly Business Reviews.
- Monitor and report on partner business health, pipeline performance, and the execution of strategic initiatives.
- Provide field feedback to Product, Programs, and Go-to-Market teams to inform strategy.
Requirements
- Bachelor's degree or equivalent experience.
- 5+ years of experience in partner ecosystem development, channel sales, business development, or GTM Sales.
- 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.
Skills
- Identity Security
- Cybersecurity landscape
- Strategic business planning
- Executive relationship management
- Go-to-market strategies
- Partner ecosystem development
- Channel sales
- Business development
- GTM Sales
Location
- Remote
Work Type
- Remote
- Hybrid
Experience Level
- 5+ years
Education Level
- Bachelor's degree or equivalent experience
- Master's degree in a related field
Salary/Compensations
- $224,000.00 - $308,000.00/yr
Benefits
- Restricted stock units
- Bonus
About the Company
- 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.
- We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
- Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together.
- You will be part of a culture that values trust, accountability, and shared success where your work truly matters.
- 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.