Palo Alto ISV Alliance Director 

United States, California 

17409013

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

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.

All your information will be kept confidential according to EEO guidelines.