Channel Account Manager - Midwest

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

Idira Partner Development Manager (PDM)

North America Ecosystems

Position Summary

The Idira Partner Development Manager (PDM) is responsible for developing and executing the North America ecosystem strategy by building high-performing Identity Security partner practices that accelerate platform adoption and generate partner-led pipeline. The PDM serves as the primary business leader for a portfolio of strategic ecosystem partners, aligning partner investments, sales execution, technical enablement, and executive engagement to drive measurable business outcomes.

Success in this role is measured by the strength of partner Identity Security practices, partner-sourced pipeline, platform attach, and the ability to scale repeatable go-to-market motions across the Palo Alto Networks ecosystem.

Key Responsibilities

Build Strategic Partner Practices

• Develop annual Joint Business Plans with Focus Partners.
• Build dedicated Identity Security sales, technical, and services capabilities.
• Expand partner practice maturity through certifications, enablement, and executive sponsorship.
• Drive executive alignment and long-term partner investment strategies.

Accelerate Partner Readiness

• Enable partner sellers, solution architects, and delivery consultants on the Idira portfolio.
• Coordinate role-based sales and technical enablement programs.
• Establish partner demo capabilities and Identity Security champions.
• Increase partner readiness to position, sell, implement, and support Idira solutions.

Execute Joint Go-to-Market Motions

• Build joint account plans with Focus Partners and the Palo Alto Networks field organization.
• Align with Regional VPs, District Sales Managers, Channel Business Managers, and National CBMs.
• Execute partner-led demand generation campaigns, executive briefings, workshops, and customer events.
• Identify and accelerate platform cross-sell opportunities across Strata, Cortex, Prisma, and AI Security.

Drive Pipeline Growth

• Execute repeatable sales plays focused on:
• Drive deal registrations and partner-sourced pipeline.
• Expand installed-base opportunities and SaaS migrations.
• Increase platform attach across the Palo Alto Networks portfolio.

Strengthen Executive Relationships

• Develop executive relationships within strategic partners.
• Conduct Quarterly Business Reviews and Executive Business Reviews.
• Align partner investments with business priorities.
• Influence partner leadership to prioritize Identity Security practice growth.

Measure Business Performance

• Monitor partner business health and pipeline performance.
• Track business plan execution and partner maturity.
• Report on strategic initiatives, pipeline creation, and business outcomes.
• Provide field feedback to Product, Programs, and GTM teams.

Critical Competencies

• Executive relationship management
• Strategic business planning
• Partner ecosystem development
• Identity Security and cybersecurity expertise
• Cross-functional leadership
• Sales and business development
• Go-to-market strategy
• Pipeline generation
• Executive communication
• Program execution

Success Profile

The successful Idira Partner Development Manager is a business builder who creates partner preference, develops scalable Identity Security practices, and drives measurable business growth through joint execution with partners and the Palo Alto Networks Idira field organization. They combine strategic thinking with operational excellence to transform ecosystem investments into predictable pipeline, increased platform adoption, and long-term partner success.

Qualifications

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.

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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.

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.

 

 

Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.