Senior Manager, Channel Strategy & GTM

Our Mission

At 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.

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!

This 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

In this role, you will focus on building and managing strategic partner relationships that drive measurable results, including increased revenue, market share, and deeper engagement across partner sales teams. Success will be defined by your ability to develop and execute joint business plans with key partners, aligned to a channel-centric sales motion.

You will operate at all levels of partner organizations, fostering long-term, outcome-driven partnerships in which all parties succeed. This role requires a strong focus on targeted channel plays and the ability to translate strategy into execution through partners.

Your Impact

• Develop and execute a channel strategy aligned to your territory, supporting a mix of sales segments

• Manage and grow a strategic portfolio of partners

• Build and drive territory and district plans that support key sales initiatives and business goals

• Strengthen partner relationships to maximize growth opportunities and ensure successful customer outcomes

• Collaborate cross-functionally to deliver strong partner and customer satisfaction

• Create and communicate compelling value propositions that motivate partners to prioritize our solutions

• Maintain clear, consistent communication across partners and internal stakeholders

• Lead regular business reviews with senior leadership and key stakeholders

• Track, analyze, and report on partner performance through dashboards and activity metrics

• Build reports, executive narratives, conduct analysis independently on partner performance

• Be a go-getter who is able to get cross-functional teams motivated to drive aggressive pipeline and booking goals 

• Has strong relationships within the channel community to help accelerate pipeline

Qualifications

• 5–7 years of experience in channel management supporting mixed sales segment territories

• Strong understanding of channel operating models and partner ecosystems

• Knowledge of sales, marketing, and solution development strategies

• Proven ability to think strategically and execute creatively

• Excellent presentation, written, and verbal communication skills

• Demonstrated success in navigating complex sales cycles, including negotiation and conflict resolution

• Management consulting experience with a focus on channel acceleration

The Team

The channel organization at Palo Alto Networks is a strategic driver of growth and a critical component of our mission in cybersecurity. Channel development operates as an extension of the territory sales team, with a focus on enabling and empowering partners to effectively position, sell, and deliver our solutions to customers.

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.

$158,000.00 - $255,000.00/yr

Our Commitment

We’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.

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  accommodations@paloaltonetworks.com.

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.