Job SummaryThis is a senior-level, strategic leadership role within the Palo Alto Networks ecosystem organization. You will be responsible for driving the growth and adoption of Identity Security-encompassing human, machine, and AI identities-across the North American market.
Operating at the critical intersection of partners, platform, and market strategy, you will shape how Palo Alto's identity capabilities are positioned, integrated, and scaled through Global Systems Integrators (GSIs), Managed Service Providers (MSPs), and key strategic alliances. This is not an enablement role; it is a high-impact, commercial, and intellectually driven position focused on shaping market direction and building scalable, partner-led business opportunities.
Core Responsibilities1. Identity Security Ecosystem Strategy
- Narrative Ownership: Extend Palo Alto Networks' identity security story across North America, positioning the company as a leader in identity-driven security.
- Value Translation: Convert complex platform capabilities into partner-relevant value propositions and actionable market "plays."
- Strategy Alignment: Align ecosystem activities with the broader Palo Alto Networks platform strategy.
2.
Partner Engagement & Business Development- Relationship Building: Develop and maintain deep ties with priority GSIs, MSPs, and strategic advisory firms.
- Joint Offerings: Lead the creation of high-value joint solutions and Go-to-Market (GTM) motions.
- Practice Growth: Support partners in building dedicated services and practices centered on Palo Alto's identity security portfolio.
3. Strategic Evangelism & Thought Leadership- Voice of the Brand: Represent the company at partner events, executive forums, and high-level customer engagements.
- Market Shaping: Articulate a clear vision for the future of identity security, ensuring narrative consistency across the entire ecosystem.
4. Cross-Functional Collaboration- Internal Bridge: Act as the primary conduit between technical R&D/Product teams and commercial field organizations.
- Integrated Success: Work with Marketing and GTM teams to ensure technical capabilities are successfully translated into revenue opportunities.
Qualifications We are seeking a senior leader who thrives in early-stage, ambiguous environments and possesses a unique blend of technical credibility and commercial acumen.
Technical & Domain Expertise- Deep expertise in Identity Security domains, including PAM, IAM, and IGA.
- Familiarity with cloud security, platform architectures, and modern enterprise security stacks.
- Ability to engage with architects and product teams to guide technical integration.
Strategic & Commercial Acumen- Ecosystem Fluent: Proven experience working with or within GSIs, large advisory firms, or strategic alliances.
- Revenue Oriented: A "commercially minded" approach with a track record of turning strategy into tangible partner-led revenue.
- Executive Presence: Exceptional communication skills, comfortable influencing C-level stakeholders and large partner organizations.
Experience Requirements- Identity Security Background: Extensive experience specifically within the PAM/IAM/IGA landscape.
- Partner Leadership: Demonstrated success in building and driving GTM motions through a complex partner ecosystem.
- Strategic Influence: Proven ability to engage both technical audiences and executive leadership to drive organizational change.
- Adaptability: Experience navigating complex, fast-paced environments and building structure where none exists.
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
