Channel Account Manager
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Job Description
Remote Channel Account Manager building Palo Alto Networks’ North American Identity Security partner ecosystem. Driving partner practices, enablement, joint go-to-market motions, and pipeline growth.
Responsibilities:
- Develop and execute the North America ecosystem strategy
- Build high-performing Identity Security partner practices
- Serve as the primary business leader for a portfolio of strategic ecosystem partners
- Align partner investments, sales execution, technical enablement, and executive engagement
- 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
- 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
- Build joint account plans with Focus Partners and the Palo Alto Networks field organization
- 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 deal registrations and partner-sourced pipeline
- Expand installed-base opportunities and SaaS migrations
- Increase platform attach across the Palo Alto Networks portfolio
- Develop executive relationships within strategic partners
- Conduct Quarterly Business Reviews and Executive Business Reviews
- 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
Requirements:
- Qualifications are not specified in the provided posting
- Identity Security and cybersecurity expertise
- Executive relationship management
- Strategic business planning
- Partner ecosystem development
- Cross-functional leadership
- Sales and business development
- Go-to-market strategy
- Pipeline generation
- Executive communication
- Program execution
- Reliable transportation for business meetings and events
- Valid driver’s license required if driving in connection with company business
- Must not require immigration sponsorship; Palo Alto Networks will not sponsor work visas for this position
Benefits:
- Restricted stock units may be included
- A bonus may be included
- Employee benefits are offered; details are referenced via a benefits description link
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