{"id":2677450,"url":"https://alion.io/job/palo-alto-networks-partner-development-manager","title":"Partner Development Manager","company":{"id":13263,"name":"Palo Alto Networks","domain":"paloaltonetworks.com","url":"https://alion.io/company/paloaltontwks","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":80,"open_postings":208,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":19,"computed_at":"2026-10-19T05:45:15Z"}},"role":"Management","role_family":"Management","seniority":"lead","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Toronto, Canada","Calgary, Canada"],"countries":["CA"],"hiring_countries":["CA"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":51000,"max_usd":127000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":22},"experience_years_min":5,"visa_sponsorship":true,"relocation_package":false,"has_equity":true,"technologies":[],"status":"live","first_seen_at":"2026-10-06T00:00:00Z","employer_posted_date":"2026-10-06","last_verified_at":"2026-10-19T14:35:47Z","board_verified":true,"closed_at":null,"days_open":13,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":13},"description":"Our Mission\nAt 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.\nWho We Are\nIn 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!\nThis 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\nThe 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 is measured by the strength of partner Identity Security practices, partner-sourced pipeline, and the ability to scale go-to-market motions.\nKey Responsibilities\nDevelop annual Joint Business Plans with Focus Partners to build dedicated Identity Security sales, technical, and services capabilities.\nDrive executive alignment, long-term partner investment strategies, and expand partner practice maturity through certifications and enablement.\nEnable partner sellers, solution architects, and delivery consultants on the Idira portfolio through role-based training programs.\nBuild joint account plans with Focus Partners and align with internal field organization including RVPs, DSMs, and CBMs.\nExecute partner-led demand generation campaigns, executive briefings, workshops, and customer events.\nIdentify and accelerate platform cross-sell opportunities across Strata, Cortex, Prisma, and AI Security.\nExecute repeatable sales plays to drive deal registrations, partner-sourced pipeline, and expand installed-base opportunities.\nDevelop and maintain executive relationships within strategic partners, conducting Quarterly Business Reviews.\nMonitor and report on partner business health, pipeline performance, and the execution of strategic initiatives.\nProvide field feedback to Product, Programs, and Go-to-Market teams to inform strategy.\nQualifications\nRequired Qualifications\nBachelor's degree or equivalent experience.\n5+ years of experience in partner ecosystem development, channel sales, business development, or GTM Sales.\nDemonstrated experience in strategic business planning and executive relationship management.\nProven ability to execute joint go-to-market strategies and generate partner-led pipeline.\nStrong understanding of Identity Security and the broader cybersecurity landscape.\nPreferred Qualifications\nMaster's degree in a related field.\nExperience with Palo Alto Networks' product portfolio.\nExperience managing relationships with Global System Integrators (GSIs), Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs).\nProven track record of exceeding pipeline and revenue targets in a partner-focused role.\nCompensation Disclosure\nThe 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.\n$224,000.00 - $308,000.00/yrOur Commitment\nWe’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.\nWe 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 .\nPalo 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.\nAll your information will be kept confidential according to EEO guidelines.\nIs role eligible for Immigration Sponsorship? 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