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 a strategic Partner Development Manager you will lead the expansion of our Cortex ecosystem. Unlike generalist channel roles, this is a specialized position focused exclusively on our Cortex platform (SecOps and Cloud Security) including XDR, XSIAM, XSOAR, and CLOUD. The successful candidate will be responsible for developing a high-performance ecosystem of specialized SOC partners. Your primary objective is to drive measurable revenue growth and market share by integrating the Cortex platform into the core service offerings of our most strategic partners. Key Responsibilities - Develop and execute comprehensive business plans that align partner capabilities with Cortex growth targets, ensuring a long-term, mutually beneficial GTM strategy. - Support partners in building, operating, and scaling Managed Security Services (MSS) powered by our Cortex platform. - Formulate and communicate compelling value propositions that differentiate Palo Alto Networks within the partner’s security stack. - Lead regular business performance reviews (QBRs) and maintain accurate performance dashboards for senior leadership and key stakeholders. - Ensure partners are technically positioned and certified to deliver high-quality customer implementations across the full Cortex platform. - Coordinate with regional sales, marketing, local channel and technical teams to ensure seamless execution of joint partner initiatives. Qualifications Required Qualifications - Extensive experience in Channel Management, GSI/MSSP Business Development, or Sales Leadership within the enterprise cybersecurity ecosystem. - Significant experience with SOC technologies is required, specifically regarding SIEM, XDR, EDR, and CNAPP (DevSecOps/CloudOps) solutions. - A proactive, 'hunter' mentality with a track record of managing complex negotiations and resolving high-stakes channel conflicts. - Exceptional communication and presentation skills, with a demonstrated ability to influence key stakeholders at partner organizations. - Ability to understand the difference between local markets, analyze market trends and develop data-driven business cases for strategic partnerships. - Deep subject matter expertise on the Cortex technology stack to identify where our portfolio fits within a partner’s organizational structure to drive maximum relevance and revenue.