Ecosystem Acceleration Lead
Yesterday• Santa Clara, CA
Our Mission
At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.
Who We Are
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.
Your Career
The Palo Alto Networks Ecosystem team is a critical pillar of company growth, and we are seeking an Ecosystem Acceleration Lead who thrives in fast-moving environments and operates as the architect behind scalable SASE partner execution. This role is built for an impact player who designs the systems, motions, and cross-functional alignment that accelerate partner-led activation, pipeline, and revenue across the SASE portfolio.
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As an Ecosystem Acceleration Lead, you serve as the single-threaded owner of the SASE partner narrative - translating our Enablement → Activation → Capabilities → Demand Generation → Pipeline model into a repeatable, execution-ready motion for a curated set of high-value partners. You will work closely with Channel Business Managers, Field CBMs, and extended ecosystem resources to ensure each district has clear account targets, aligned sales motions, and teaming-agreement structures that turn enablement into measurable outcomes. You act as the overlay strategist for SASE, designing frameworks, sales plays, and engagement models that the field can run consistently and at scale.
Your Impact
- Architect the SASE single-thread narrative (Enablement → Activation → Capabilities → Demand Gen → Pipeline), ensuring every partner motion drives measurable business outcomes.
- Partner to Design structured SASE sales plays and operational frameworks that guide Field CBMs, partner sellers, and extended ecosystem teams through account targeting, value messaging, and joint engagement.
- Drive district-level activation by equipping Field CBMs and partners with clear account guidance, repeatable activation motions, and SASE-focused teaming-agreement models that convert enablement into pipeline.
- Orchestrate cross-functional collaboration across Channel Business Managers, NCBMs, SASE sales, SE leadership, marketing, and ecosystem innovation teams to ensure unified and predictable execution.
- Accelerate joint pursuit activities by coordinating partner and PANW teams around SASE deals, increasing platform attach, opportunity velocity, and win rates.
- Partner to Develop partner capacity and capability plans ensuring partners are certified, technically ready, and operationally prepared to execute SASE outcomes with quality.
- Lead executive business reviews with clear milestones, cross-functional visibility, and accountability for partner performance and activation progress.
Your Experience
- 5+ years in channel management, ecosystem leadership, partner development, or business development within enterprise technology (cybersecurity strongly preferred)
- Experience building and scaling partner motions in SASE, SD-WAN, CASB, or cloud security environments
- Proven ability to operationalize GTM frameworks across cross-functional and partner-facing organizations
- Demonstrated success influencing without authority and driving alignment between sales, channel, marketing, technical teams, and extended ecosystem resources
- Strong relationship-building skills with partner executives and internal senior leadership
- Track record of delivering measurable outcomes - partner activation, teaming agreements, pipeline creation, and revenue growth
- Comfort operating across enterprise and major-accounts motions with high GTM discipline
- Highly skilled at balancing strategic design with hands-on operational execution
- Strong sales, marketing, and technical awareness across the SASE platform
- Ability to thrive in fast-paced, matrixed, virtual environments
- Technical understanding of SASE architecture and cloud security is a plus
The Team
The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.
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/commissioned roles) is expected to be between $226000 - $310750/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
Our Commitment
We're problem solvers that take risks and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
Motor-Vehicle Requirement:
This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver's license.
Client-provided location(s): Santa Clara, CA
Job ID: Palo_Alto_Networks-JR-012371
Employment Type: FULL_TIME
Posted: 2025-12-12T20:14:38
Perks and Benefits
Health and Wellness
- Health Insurance
- Dental Insurance
- Vision Insurance
- FSA
- HSA
- HSA With Employer Contribution
- Life Insurance
- Short-Term Disability
- Long-Term Disability
- Fitness Subsidies
- On-Site Gym
- Pet Insurance
- Mental Health Benefits
- Virtual Fitness Classes
Parental Benefits
- Fertility Benefits
- Adoption Assistance Program
- Family Support Resources
- Birth Parent or Maternity Leave
- Non-Birth Parent or Paternity Leave
- Adoption Leave
Work Flexibility
- Flexible Work Hours
- Remote Work Opportunities
- Hybrid Work Opportunities
- Work-From-Home Stipend
Office Life and Perks
- Commuter Benefits Program
- Casual Dress
- Happy Hours
- Snacks
- On-Site Cafeteria
- Holiday Events
Vacation and Time Off
- Paid Vacation
- Unlimited Paid Time Off
- Paid Holidays
- Personal/Sick Days
- Leave of Absence
- Volunteer Time Off
Financial and Retirement
- 401(K)
- 401(K) With Company Matching
- Company Equity
- Stock Purchase Program
- Performance Bonus
- Relocation Assistance
Professional Development
- Promote From Within
- Mentor Program
- Access to Online Courses
- Leadership Training Program
- Tuition Reimbursement
- Lunch and Learns
- Internship Program
- Professional Coaching
- Work Visa Sponsorship
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Employee Resource Groups (ERG)
- Founder led
- Veteran founded/led
- Asian founded/led
Company Videos
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