Palo Alto Senior Manager Partner Operations 

United States, California 

658243294

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

Your Career

You will work cross-functionally with stakeholders across Partner Programs, Sales, Finance, Legal and IT to design and execute high-impact operational processes across order Q2C, compensation, incentives and partner governance. This role requires a deep understanding of indirect routes to market (resellers, distributors, system integrators, service providers, cloud service providers, etc.) and a passion for driving clarity, consistency, and efficiency in how we support partners at scale.

Your Impact

• Lead partner compensation and incentive operations

  • Own end-to-end execution of partner incentive programs, ensuring accuracy, scalability, and compliance with internal controls
  • Partner with Finance, legal, and Ecosystem teams to implement policies and governance frameworks for incentive structures.
  • Lead audit and compliance reviews related to partner compensation, surfacing faps and driving corrective actions

• Drive operational scalability across partner programs and routes to market

  • Design and maintain standardized processes that support different partner types (resellers, distributors, GSIs, MSSPs, CSPs)
  • Develop documentation, playbooks, and training to ensure consistency and operational readiness
  • Lead operational planning for new partner program launches, coordinating across Systems, Enablement, and Field teams
  • Influence partner tooling and systems roadmaps by providing business requirements and feedback to technical teams

• Own cross-functional execution and continuous improvement initiatives

  • Serve as a senior operational point of contact for partner-facing teams, guiding issue resolution and process handoffs
  • Facilitate the rhythm of the business for theatre channel teams, enabling visibility, alignment, and accountability across top partnerships.
  • Identify inefficiencies and partner across teams to implement scalable solutions and improve tooling and workflows
  • Partner with Analytics to deliver insights that drive data-informed decisions on partner performance and operational effectiveness
  • Partner with enablement to ensure field teams adopt new processes effectively

Your Experience

• 8+ years in partner operations, channel operations, or related business operations roles, preferably within a SaaS or high-growth tech company
• Proven success managing partner incentive programs, compensation frameworks, or operational policy implementation across partner ecosystems (resellers, distributors, GSIs, MSSPs, and CSPs)
• Hands-on experience with Salesforce (CPQ, PRM) and inventive management platforms like Varicent. Experience with cloud marketplace private offers is a strong plus.
• Advanced skills in Excel/Google sheets (pivot tables, vlookups, visual storytelling) and Powerpoint/Google Slides
• Demonstrated ability to identify operational gaps, define scalable solutions, and drive cross-functional alignment to implement them
• Deep understanding of governance, compliance requirements, and audit controls related to partner compensation and incentives.
• Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems
• Strong communication, collaboration and leadership skills and the ability to effectively partner with all levels of management
• Self-starter, highly motivated with insatiable curiosity to learn about and influence the business
• Works well within a matrixed environment, with ability to manage simultaneous projects with multiple stakeholders, and tight deadlines

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) is expected to be between $145,000 - $215,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

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