Senior Manager, Channel Strategy & GTM

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 In this role, you will focus on building and managing strategic partner relationships that drive measurable results, including increased revenue, market share, and deeper engagement across partner sales teams. Success will be defined by your ability to develop and execute joint business plans with key partners, aligned to a channel-centric sales motion. You will operate at all levels of partner organizations, fostering long-term, outcome-driven partnerships in which all parties succeed. This role requires a strong focus on targeted channel plays and the ability to translate strategy into execution through partners. Your Impact Develop and execute a channel strategy aligned to your territory, supporting a mix of sales segments Manage and grow a strategic portfolio of partners Build and drive territory and district plans that support key sales initiatives and business goals Strengthen partner relationships to maximize growth opportunities and ensure successful customer outcomes Collaborate cross-functionally to deliver strong partner and customer satisfaction Create and communicate compelling value propositions that motivate partners to prioritize our solutions Maintain clear, consistent communication across partners and internal stakeholders Lead regular business reviews with senior leadership and key stakeholders Track, analyze, and report on partner performance through dashboards and activity metrics Build reports, executive narratives, conduct analysis independently on partner performance Be a go-getter who is able to get cross-functional teams motivated to drive aggressive pipeline and booking goals Has strong relationships within the channel community to help accelerate pipeline