Ecosystem Acceleration Lead

Your Career

The Palo Alto Networks Ecosystem team is a critical pillar of company growth and we are seeking an Ecosystem Acceleration Lead who thrives in fast-moving environments and operates as the architect behind scalable SASE partner execution. This role is built for an impact player who designs the systems motions and cross-functional alignment that accelerate partner-led activation pipeline and revenue across the SASE portfolio.

As an Ecosystem Acceleration Lead you serve as the single-threaded owner of the SASE partner narrative translating our Enablement Activation Capabilities Demand Generation Pipeline model into a repeatable execution-ready motion for a curated set of high-value partners. You will work closely with Channel Business Managers Field CBMs and extended ecosystem resources to ensure each district has clear account targets aligned sales motions and teaming-agreement structures that turn enablement into measurable outcomes. You act as the overlay strategist for SASE designing frameworks sales plays and engagement models that the field can run consistently and at scale.

Your Impact

• Architect the SASE single-thread narrative (Enablement Activation Capabilities Demand Gen Pipeline) ensuring every partner motion drives measurable business outcomes.

• Partner to Design structured SASE sales plays and operational frameworks that guide Field CBMs partner sellers and extended ecosystem teams through account targeting value messaging and joint engagement.

• Drive district-level activation by equipping Field CBMs and partners with clear account guidance repeatable activation motions and SASE-focused teaming-agreement models that convert enablement into pipeline.

• Orchestrate cross-functional collaboration across Channel Business Managers NCBMs SASE sales SE leadership marketing and ecosystem innovation teams to ensure unified and predictable execution.

• Accelerate joint pursuit activities by coordinating partner and PANW teams around SASE deals increasing platform attach opportunity velocity and win rates.

• Partner to Develop partner capacity and capability plans ensuring partners are certified technically ready and operationally prepared to execute SASE outcomes with quality.

• Lead executive business reviews with clear milestones cross-functional visibility and accountability for partner performance and activation progress.

Qualifications :

Your Experience 

• 5 years in channel management ecosystem leadership partner development or business development within enterprise technology (cybersecurity strongly preferred)

• Experience building and scaling partner motions in SASE SD-WAN CASB or cloud security environments

• Proven ability to operationalize GTM frameworks across cross-functional and partner-facing organizations

• Demonstrated success influencing without authority and driving alignment between sales channel marketing technical teams and extended ecosystem resources

• Strong relationship-building skills with partner executives and internal senior leadership

• Track record of delivering measurable outcomes partner activation teaming agreements pipeline creation and revenue growth

• Comfort operating across enterprise and major-accounts motions with high GTM discipline

• Highly skilled at balancing strategic design with hands-on operational execution

• Strong sales marketing and technical awareness across the SASE platform

• Ability to thrive in fast-paced matrixed virtual environments

• Technical understanding of SASE architecture and cloud security is a plus

Additional Information :

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.

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) or base salary commission target (for sales/commissioned roles) is expected to be between $226000 - $310750/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant 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  .

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.

Motor-Vehicle Requirement: 
This role may require travel to and from Palo Alto Networks Inc. business meetings and events and requires reliable transportation to do so.  If a hire chooses to drive in connection with company business the hire for this role must maintain a valid drivers license. 

Remote Work :

No

Employment Type :

Full-time