Job SummaryIdira Partner Development Manager (PDM)North America EcosystemsPosition SummaryThe 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 in this role is measured by the strength of partner Identity Security practices, partner-sourced pipeline, platform attach, and the ability to scale repeatable go-to-market motions across the Palo Alto Networks ecosystem.
Key ResponsibilitiesBuild Strategic Partner Practices- Develop annual Joint Business Plans with Focus Partners.
- Build dedicated Identity 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.
Accelerate Partner Readiness- Enable partner sellers, solution architects, and delivery consultants on the Idira portfolio.
- Coordinate role-based sales and technical enablement programs.
- Establish partner demo capabilities and Identity Security champions.
- Increase partner readiness to position, sell, implement, and support Idira solutions.
Execute Joint Go-to-Market Motions- 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 Pipeline Growth- Execute repeatable sales plays focused on:
- Drive deal registrations and partner-sourced pipeline.
- Expand installed-base opportunities and SaaS migrations.
- Increase platform attach across the Palo Alto Networks portfolio.
Strengthen Executive Relationships- Develop executive relationships within strategic partners.
- Conduct Quarterly Business Reviews and Executive Business Reviews.
- Align partner investments with business priorities.
- Influence partner leadership to prioritize Identity Security practice growth.
Measure Business Performance- Monitor partner business health and pipeline performance.
- Track business plan execution and partner maturity.
- Report on strategic initiatives, pipeline creation, and business outcomes.
- Provide field feedback to Product, Programs, and GTM teams.
Critical Competencies- Executive relationship management
- Strategic business planning
- Partner ecosystem development
- Identity Security and cybersecurity expertise
- Cross-functional leadership
- Sales and business development
- Go-to-market strategy
- Pipeline generation
- Executive communication
- Program execution
Success ProfileThe successful Idira Partner Development Manager is a business builder who creates partner preference, develops scalable Identity Security practices, and drives measurable business growth through joint execution with partners and the Palo Alto Networks Idira field organization. They combine strategic thinking with operational excellence to transform ecosystem investments into predictable pipeline, increased platform adoption, and long-term partner success.
Qualifications Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
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