ISV Alliance Director

Our Mission

At Palo Alto Networks everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Your Career

We're seeking an experienced Technology Alliances Partner Sales Director to join our team and spearhead the expansion of our co-selling ecosystem. In this role, you will collaborate closely with our sales leadership and cross-functional teams to propel our Palo Alto Networks technical partnerships as a leading co-sell engine. As a pivotal contributor, you will drive the activation of strategic partnerships with industry-leading Independent Software Vendors (ISVs), executing successful go-to-market strategies that deliver growth and measurable value for both Palo Alto Networks and our partners.

Your Impact

Drive growth through innovative and impactful business solutions, cementing Palo Alto Networks as a trusted partner for top industry players.

Execute strategic business plans for key technology alliances, to create repeatable, scalable models that ensure consistent partner engagement and revenue.

Cultivate and maintain field level buy-in with both internal and external stakeholders, aligning strategic objectives and KPIs for long-term partnership success. These stakeholders include Palo Alto Networks Sales & Channel Management, the ISV sales and channel leaders as well as channel and GSI partner sales leads.

Formulate business cases, deal economics, and strategic frameworks that align with our corporate objectives, leveraging strong architecture and enterprise expertise.

Collaborate with the technical partnerships and marketing

teams to create co-branded go-to-market artifacts, including pitch decks and case studies, to facilitate joint go-to-market initiatives.

Establish a sourcing engine to drive and monitor partner-sourced pipelines and sales activities, utilizing metrics and analytics to forecast and report on performance.

In concert with the Technical Partnerships team and marketing, develop essential sales tools and partnership materials to support partner go-to-market efforts, including playbooks, presentations, and marketing assets.

Drive co-sell project timelines, develop artifacts, and ensure seamless partnership activation and execution.

Your Experience

10+ years of experience in technology alliances, partner management, or business development roles within the Security software industry, with a focus on ISV partnerships.

Background in cybersecurity, with an operational understanding of SaaS, Cloud Security and the Security Operations Center.

A strong understanding of the cybersecurity market landscape, including competitor offerings, industry trends, and emerging technologies, to inform strategic decisions and product positioning.

A ?sales? mentality?able to establish, develop, and optimize processes with minimal supervision, adapting strategies to evolving business needs.

Proven experience in creating, managing, and expanding co-sell relationships with partner industry leaders.

Demonstrated ability to drive successful outcomes through collaborative efforts with technology alliance partners.

Excellent presentation skills and a track record of creating impactful artifacts, such as pitch decks, business cases, and solution frameworks.

Willingness to travel to key partner sites, and support in-field collaboration in person - 70% of the time.

Our Commitment

We're problem solvers that 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 .

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.