This role is remote, but distance is no barrier to impact. 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.

Job Summary

In this role, you will focus on building and managing strategic partner relationships that drive measurable results, including increased revenue, market share, and deeper engagement across partner sales teams. Success will be defined by your ability to develop and execute joint business plans with key partners, aligned to a channel-centric sales motion.

You will operate at all levels of partner organizations, fostering long-term, outcome-driven partnerships in which all parties succeed. This role requires a strong focus on targeted channel plays and the ability to translate strategy into execution through partners.

Your Impact

• Develop and execute a channel strategy aligned to your territory, supporting a mix of sales segments
• Manage and grow a strategic portfolio of partners
• Build and drive territory and district plans that support key sales initiatives and business goals
• Strengthen partner relationships to maximize growth opportunities and ensure successful customer outcomes
• Collaborate cross-functionally to deliver strong partner and customer satisfaction
• Create and communicate compelling value propositions that motivate partners to prioritize our solutions
• Maintain clear, consistent communication across partners and internal stakeholders
• Lead regular business reviews with senior leadership and key stakeholders
• Track, analyze, and report on partner performance through dashboards and activity metrics

Qualifications

• 5-7 years of experience in channel management supporting mixed sales segment territories
• Strong understanding of channel operating models and partner ecosystems
• Knowledge of sales, marketing, and solution development strategies
• Proven ability to think strategically and execute creatively
• Excellent presentation, written, and verbal communication skills
• Demonstrated success in navigating complex sales cycles, including negotiation and conflict resolution

The Team

The channel organization at Palo Alto Networks is a strategic driver of growth and a critical component of our mission in cybersecurity. Channel development operates as an extension of the territory sales team, with a focus on enabling and empowering partners to effectively position, sell, and deliver our solutions to customers.

Compensation Disclosure

The 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.

$225,000.00 - $309,000.00/yr