Partnerships, Sr. Manager

Our Mission

At Palo Alto Networks were united by a shared missionto 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 youre ready to do the most meaningful work of your career alongside people who are just as passionate as you are youre in the right place.

Who We Are

In 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!

Job Summary

• Own the global IDIRA strategy and business plan for NTT DATA including growth priorities target markets sales motions pipeline objectives and execution milestones.
• Build IDIRA into a strategic growth pillar within the broader Palo Alto Networks and NTT DATA partnership.
• Identify and develop new business opportunities where Palo Alto Networks IDIRA capabilities can be integrated into NTT DATA cybersecurity identity cloud infrastructure and transformation services.
• Develop joint value propositions and repeatable GTM plays that enable NTT DATA sellers and delivery teams to take IDIRA solutions to their customers.
• Identify priority customer segments accounts use cases and market opportunities where NTT DATA and Palo Alto Networks can jointly win.
• Develop strategies to position Palo Alto Networks IDIRA capabilities within NTT DATAs existing identity security practices customer transformation programs managed services and strategic accounts.

• Establish and maintain senior relationships across NTT DATAs cybersecurity identity cloud services sales and regional leadership organizations.
• Build the required executive sponsorship sales alignment technical sponsorship and delivery engagement within NTT DATA to scale the IDIRA business.
• Act as the primary global IDIRA partnership lead for NTT DATA and the central point of coordination across both organizations.
• Develop a strong understanding of NTT DATAs identity capabilities services portfolio customer base competitive landscape and investment priorities.
• Identify gaps in NTT DATA capabilities offerings enablement or field readiness and establish joint plans to address them.
• Influence NTT DATA investment and resource prioritization around IDIRA opportunities and joint GTM initiatives.

• Drive measurable IDIRA pipeline creation and revenue growth with NTT DATA globally.
• Build and execute targeted sales plays with NTT DATA across priority industries regions and strategic accounts.
• Work directly with Palo Alto Networks and NTT DATA field organizations to identify qualify develop and accelerate IDIRA opportunities.
• Establish account-mapping and opportunity-development programs that convert NTT DATA customer relationships and Palo Alto Networks installed-base intelligence into actionable pipeline.
• Develop repeatable demand-generation and sales acceleration programs with regional teams.
• Engage directly on strategic opportunities where partnership leadership executive alignment or cross-functional orchestration is required to advance or close the opportunity.
• Track pipeline creation progression conversion bookings and other business outcomes against agreed objectives.

• Partner with Palo Alto Networks Product Product Management Engineering and technical teams to ensure NTT DATA understands the IDIRA strategy roadmap differentiation and customer value proposition.
• Work with NTT DATA to develop joint IDIRA solutions and services that combine Palo Alto Networks technology with NTT DATA consulting implementation integration and managed services capabilities.
• Drive the development and launch of repeatable NTT DATA IDIRA offerings that can be taken to market globally.
• Establish technical sales and services enablement plans required to build NTT DATA capability and field confidence.
• Coordinate certification enablement solution development and field-readiness activities across relevant NTT DATA teams.
• Capture NTT DATA and customer feedback and provide a structured feedback loop into Palo Alto Networks Product and GTM organizations.

• Translate the global IDIRA strategy into regional execution plans across NAM EMEA JAPAC and LATAM.
• Establish clear targets owners milestones and success metrics for joint initiatives.
• Lead regular business reviews covering pipeline bookings sales plays solution development enablement field engagement risks and required actions.
• Maintain executive visibility into IDIRA partnership performance key opportunities investments barriers and decisions required.
• Identify execution gaps and proactively drive corrective actions across Palo Alto Networks and NTT DATA.
• Coordinate cross-functional resources across Sales Product Marketing Services Enablement Finance and Operations to support the global business plan.

Qualifications

• 10 years of experience in strategic partnerships business development alliances enterprise sales or go-to-market roles within enterprise technology or cybersecurity.
• Demonstrated experience building and scaling businesses with Global Systems Integrators strategic partners or large enterprise technology organizations.
• Strong understanding of identity security identity and access management cybersecurity cloud security or adjacent security markets.
• Proven ability to develop GTM strategies and translate them into measurable pipeline and revenue.
• Experience working with global field sales organizations and developing opportunities across multiple regions.
• Demonstrated ability to build new businesses offerings or sales motions from early-stage strategy through execution and scale.
• Strong executive presence with the ability to develop trusted relationships with senior partner and internal stakeholders.
• Proven ability to lead complex cross-functional initiatives across Sales Product Engineering Services Marketing and Operations.
• Ability to influence and drive accountability across teams without direct reporting authority.
• Strong commercial judgment with an understanding of partner economics services-led business models pipeline management and enterprise sales cycles.
• Excellent communication presentation negotiation and executive-level storytelling skills.

• Experience working directly with NTT DATA or another major Global Systems Integrator.
• Experience developing cybersecurity solutions or managed services with a global partner.
• Deep knowledge of Identity Security IAM Identity Threat Detection and Response privileged access identity governance or related technologies.
• Experience launching and scaling new cybersecurity products or solution categories through a partner ecosystem.
• Experience managing global business plans and coordinating execution across NAM EMEA JAPAC and LATAM.
• Demonstrated success creating partner-sourced or partner-influenced pipeline and converting strategic partnerships into measurable revenue.

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/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.

Our Commitment

Were trailblazers that dream big 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.