Job SummaryAs the Sr Manager, Ecosystems - Enterprise Acquisition, you will be responsible for driving growth across our partner ecosystem specifically targeted at our Enterprise Acquisition segment. This unique leadership role requires a rare blend of deep enterprise direct selling experience and sophisticated channel strategy/leadership.
Your primary mission is to leverage strategic channel relationships to penetrate and break into very large enterprise accounts where Palo Alto Networks does not currently have a meaningful footprint. This role requires strategic forethought in architecting Go-To-Market (GTM) programs for GSIs, National VARs, CSPs, SP's and MSSPs tailored for rapid enterprise land-and-expand strategies.
This is a high-impact role in a matrixed environment. You will bring strong collaboration across the ecosystem's organization, enterprise acquisition sales/ sales leadership, and partner managers to align business priorities, enable partners, and deliver measurable results in net-new revenue, market share, and enterprise customer acquisition.
Your Impact- 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 your enterprise selling background to help partners identify, navigate, and close massive, 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.
Qualifications - 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 (specifically how to motivate partners to hunt new logos).
- 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.
- Domain Expertise Preferred: Strong understanding of at least two (2) of the following: 1.) Cyber-security, 2.) SIEM, 3.) End-point, and 4.) Cloud.
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.
$261,000.00 - $358,500.00/yr
