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
Your Career
The Senior Business Development Manager – Identity Security - GSI and MSP 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…