SASE Partner Development Manager

Our Mission

At Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

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

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.

Job Summary

As the SASE Partner Development Manager, you will own and execute the SASE Ecosystems strategy for your assigned region. You will act as the SASE subject matter expert for both partners and internal teams, defining strategic objectives, driving demand generation, and developing robust enablement plans. Your role is pivotal in orchestrating collaboration across multiple functions to create compelling initiatives that achieve and sustain critical business objectives.

Key Responsibilities

• Develop and own the SASE ecosystem strategy for the region, defining key objectives, demand generation campaigns, and enablement plans.
• Establish, track, and analyze key performance indicators (KPIs) and sales metrics to identify trends and drive performance improvement.
• Collaborate with Alliance Directors and Channel Business Managers (CBMs) to build and manage a robust sales pipeline through targeted lead generation activities.
• Evaluate and optimize partner engagement processes to streamline workflows, increase efficiency, and accelerate SASE adoption.
• Design and support the execution of SASE-focused sales campaigns and initiatives to achieve growth targets within the partner ecosystem.
• Act as the SASE subject matter expert, providing coaching, mentoring, and enablement support to the internal ecosystems community and partners.
• Represent the company's SASE and Zero Trust strategy at executive partner pitches, roadshows, and other industry events.
• Analyze market trends, competitor activities, and customer needs to provide actionable intelligence that influences go-to-market strategies.

• Bachelor's degree or equivalent military/practical experience.
• 8+ years of experience in channel sales or partner development within the technology/cybersecurity sector.
• Proven experience in SASE (Secure Access Service Edge) sales, either in a direct or channel capacity.
• Demonstrated experience building and managing relationships with MSSPs, SIs/GSIs, or Service Providers at an executive level.

• Demonstrated 'hunter' mentality with experience in both channel and end-user sales environments.
• Knowledge of go-to-market strategies, including sales, marketing, and joint solution development.
• Strong business acumen, negotiation abilities, and conflict resolution skills.
• Excellent presentation, written, and verbal communication skills, with a demonstrated ability to think creatively.