Santa Clara, California, United States Strategic Alliances Ref ID: JR-017087

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Current Employees, apply here

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!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

As the Director of Ecosystems GTM Programs, you will lead the strategy and execution of cross-sell go-to-market motions with our strategic partners. Your primary focus will be on the Identity security space, driving sales of Identity products to customers through our partner ecosystem. This key leadership role is responsible for building programs from the ground up, managing a team, and delivering significant revenue impact.

Key Responsibilities

Develop and execute the comprehensive GTM strategy for selling Identity products through the partner ecosystem.
Build, manage, and scale programmatic cross-sell motions with key technology partners to drive pipeline and revenue.
Lead, mentor, and grow a team of program managers focused on partner GTM execution.
Collaborate closely with sales, marketing, and product leadership to ensure tight alignment on program goals and execution.
Establish key performance indicators (KPIs), track program performance, and report on business impact to executive leadership.
Act as the primary point of contact and subject matter expert for Identity-focused GTM programs with partners.
Manage senior-level partner relationships to ensure commitment, joint planning, and mutual success.

Qualifications

Required Qualifications

Bachelor's degree with 10 years of experience
Proven experience in a people management role, with a track record of building and leading successful teams.
Extensive experience in GTM strategy, partner programs, or channel sales within the enterprise technology industry, or in consulting for Technology clients.
Demonstrated success in creating and executing partner-led sales motions that drive measurable results.
Background/experience in the cybersecurity industry, ideally with specific knowledge of Identity and Access Management (IAM) solutions.

Preferred Qualifications

MBA or other advanced business degree.
Direct experience working with major cloud service providers (AWS, Azure, GCP) or large strategic alliance partners.
Experience in a fast-paced, high-growth company environment.
Exceptional presentation and communication skills, with the ability to influence and align executive stakeholders.

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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (opens in new window) (opens in new window).

$206,100.00 - $283,500.00/yr

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.

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 (opens in new window) (opens in new window).

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Apply

Current Employees, apply here

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.

Job Summary

As the Director of Ecosystems GTM Programs, you will lead the strategy and execution of cross-sell go-to-market motions with our strategic partners. Your primary focus will be on the Identity security space, driving sales of Identity products to customers through our partner ecosystem. This key leadership role is responsible for building programs from the ground up, managing a team, and delivering significant revenue impact.

Key Responsibilities

Develop and execute the comprehensive GTM strategy for selling Identity products through the partner ecosystem.
Build, manage, and scale programmatic cross-sell motions with key technology partners to drive pipeline and revenue.
Lead, mentor, and grow a team of program managers focused on partner GTM execution.
Collaborate closely with sales, marketing, and product leadership to ensure tight alignment on program goals and execution.
Establish key performance indicators (KPIs), track program performance, and report on business impact to executive leadership.
Act as the primary point of contact and subject matter expert for Identity-focused GTM programs with partners.
Manage senior-level partner relationships to ensure commitment, joint planning, and mutual success.

Required Qualifications

Bachelor's degree with 10 years of experience
Proven experience in a people management role, with a track record of building and leading successful teams.
Extensive experience in GTM strategy, partner programs, or channel sales within the enterprise technology industry, or in consulting for Technology clients.
Demonstrated success in creating and executing partner-led sales motions that drive measurable results.
Background/experience in the cybersecurity industry, ideally with specific knowledge of Identity and Access Management (IAM) solutions.

Preferred Qualifications

MBA or other advanced business degree.
Direct experience working with major cloud service providers (AWS, Azure, GCP) or large strategic alliance partners.
Experience in a fast-paced, high-growth company environment.
Exceptional presentation and communication skills, with the ability to influence and align executive stakeholders.

Palo Alto Networks Unit 42

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Director, Ecosystems GTM Programs