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.
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.
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.
Job Summary
Your Career
The Senior Business Development Manager – IDIRA is a senior partner strategy and business development role within the Identity Ecosystem Activation team, responsible for helping strategic partners build differentiated and scalable Identity Security businesses around the Palo Alto Networks IDIRA portfolio.
Working with GSIs, MSPs, advisory firms and selected strategic partners, the role combines IDIRA solution and GTM expertise with partner business development. It helps partners identify the right growth areas, align executive sponsorship, build investment cases, develop differentiated offers and services, and create the commercial momentum required to launch and scale new Identity Security practices.
This is not a traditional alliance management role. The focus is on moving partners from executive alignment and commitment through investment, offer creation, lighthouse customers and repeatable commercial growth.
Your Impact
Partner Business & Practice Development
•Help strategic partners identify and prioritize the highest-value IDIRA growth areas.
•Build executive alignment and the business case for investment in new Identity Security practices, offers and managed services.
•Secure partner commitment around people, skills, certifications, investment and launch priorities.
•Develop joint business plans with clear ownership, milestones and commercial objectives.
GTM, Offer & Commercial Activation
•Translate IDIRA priorities into partner-specific GTM motions, target customers, use cases and launch plans.
•Lead the commercial proposition, positioning, business model and selling strategy for partner offers.
•Align PANW and partner teams around lighthouse opportunities, pipeline creation and launch activity.
•Turn successful motions into repeatable plays that can scale through the wider ecosystem.
Strategic Partner Leadership & Execution
•Serve as the IDIRA GTM expert during the development of strategic partner motions, shaping the offer, positioning, selling strategy and path to market with both partner and internal teams.
•Evangelize and pitch priority IDIRA solutions, offers and use cases, helping partner and customer stakeholders understand why they should engage with Palo Alto Networks and the business value of the joint proposition.
•Bring strong knowledge of IDIRA solutions and use cases to guide partners on where to focus and how to take offerings to market.
•Coordinate the right Product, Solutions, Marketing, Sales and Partner resources to maintain momentum, validate motions and remove blockers.
Qualifications
Your Experience
•7+ years in business development, partner strategy, consulting, ecosystem or channel roles within cybersecurity, cloud or enterprise technology.
•Proven experience helping partners build new practices, services, offerings or routes to market.
•Strong understanding of partner business models across GSIs, MSPs, advisory firms or large consulting organizations.
•Experience developing joint GTM plans, target-account strategies and commercial propositions.
•Strong executive presence and ability to engage senior partner business leaders.
•Proven ability to drive complex cross-functional initiatives from strategy through execution.
•Strong commercial acumen and understanding of partner economics, investment models and recurring services.
•Strong understanding of cybersecurity solutions and the ability to become a credible expert in IDIRA solutions, use cases and selling motions.
•Excellent communication skills across business, technical and executive audiences.
Preferred Experience
•Experience working with or within major GSIs, MSPs or advisory firms.
•Experience building managed security or recurring-service propositions.
•Experience launching partner offers, practices or new technology categories.
•Experience working across global and regional partner organizations.
•Experience in Identity Security, PAM, IGA, machine identity, secrets management or related cybersecurity domains.
•Familiarity with Agentic AI, Non-Human Identity or AI Security.
•Experience working with complex enterprise platform vendors and multi-product GTM motions.
Core Competencies
•Strategic business development
•Partner practice development
•IDIRA solution and GTM expertise
•Commercial and GTM acumen
•Executive communication
•Partner activation and execution
•Cross-functional leadership
•Strong organizational and program-management discipline
•Comfortable operating across business and technical audiences
•Bias toward measurable commercial outcomes
Our Commitment
We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.
Is role eligible for Immigration Sponsorship?: Yes
