Channel SE - Identity Security

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!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

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

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks.  And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Summary:

We are seeking a skilled and motivated Channel Domain Consultant to join our team to support the North Asia region. In this critical partner-facing role, the Channel Systems Engineer will act as a Subject Matter Expert (SME) for PANW Idira Identity Security products and solutions. The individual will foster and nurture relationships with technical partners, including System Integrators (SI), Value Added Resellers (VAR), Managed Service Providers (MSP), and other strategic partners. This role requires a combination of technical expertise, business acumen, and strong communication skills to enable and guide partners in delivering best-in-class Identity Security Management solutions including Human Identity Security, Machine Identity Security, Agentic AI Identity Security.

The successful candidate will be responsible for driving partner Activation, ecosystem integrations, technical solution design, and supporting partners throughout the sales lifecycle. They will also play a key role in the development and execution of technical go-to-market (GTM) strategies.

Key Responsibilities:

Partner Activation & Ecosystem Integration:

• Foster and build strong relationships with technical partners (SI, VAR, MSP) to expand the reach and success of solutions.

• Lead partner Activation efforts by creating training and certification pathways, including developing and improving certification processes.

• Collaborate with Technical Alliances to ensure the correct integration and development of technical selling plans.

• Work on partner onboarding and knowledge transfer, ensuring partners are equipped with the tools, knowledge, and resources to successfully position and sell products.

• Develop and implement Activation programs that educate and empower partners to be self-sufficient in selling and supporting solutions.

Solution Design & Technical Strategy:

• Gather and analyze end-customer requirements from partners, translating business needs into technical solutions and system architectures.

• Provide technical leadership by designing and delivering tailored solutions architectures for partner-engaged end-customer projects.

• Work with channel partners on customer meetings and joint solution documentation, ensuring high-quality technical outcomes.

• Break down complex technical concepts into simple, customer-driven outcomes and messaging, enabling partners to effectively communicate these solutions to end-customers.

• Support partners in technical sales presentations, white-boarding sessions, and other customer-facing activities.

• Develop joint value propositions for solutions, ensuring alignment with business challenges and technical requirements across a variety of customer personas and segments.

Marketplace & GTM Strategy:

• Lead the creation and execution of technical go-to-market strategies for Idira platforms, ensuring the correct approach for product integration and sales.

• Drive partner Activation in marketplace scenarios, including marketplace certifications, architecture validation, and joint product promotion.

• Ensure the technical messaging and positioning for products is clear, impactful, and aligned with market needs.

Channel Partner Support & Collaboration:

• Provide ongoing support to channel partners in the form of product demos, technical consultations, and sales training.

• Collaborate closely with internal teams to ensure alignment between product development, partner sales teams, and marketing.

• Provide and Maintain a NFR demo environment for all Idira solutions, ensuring partners have access to the necessary resources for their sales efforts.

Qualifications

• 3+ years of experience in Partner Solution Consulting, pre-sales engineering, or a similar technical role within the technology industry

• Proficiency with PAM, IAM, Endpoint security solution experience with CyberArk’s / Idira’s solutions preferred

• Strong understanding on AI and AI agent cybersecurity (at least one of the major AI platforms such as OpenAI, Anthropic, Google Cloud, Microsoft)

• Proficiency in Active Directory / Entra ID administration, Unix/Linux systems, and related technologies. 

• Proficiency with cloud services (at least one of the major cloud platforms: AWS, Google Cloud or Azure) admin and security experience 

• Proficiency with CI/CD application development security experience

• Strong understanding of machine identity management, public key infrastructure (PKI), and encryption technologies.

• Strong understanding of security concepts and regulatory compliance. 

• Strong presentation and demonstration skills for both technical and executive audiences.

• Proven experience in technical sales, solution architect, or partner Activation role, ideally within the cybersecurity, identity management, or cloud technologies space.

• Strong experience in designing and delivering technical solutions and translating customer requirements into actionable and scalable solutions.

• Experience working with System Integrators (SI), Value Added Resellers (VAR), and Managed Service Providers (MSP) to enable technical solutions and partner sales.

• Strong experience in designing and delivering technical solutions and translating customer requirements into actionable and scalable solutions.

• Ability to engage effectively with technical and business stakeholders at all levels.

• Excellent written and verbal communication skills, with a talent for simplifying complex technical topics.

• Ability to work collaboratively with cross-functional teams, including sales, engineering, and product management.

• Experience identity management solutions are highly desirable.

• Demonstrated ability to manage and prioritize multiple initiatives and projects effectively.

 #LI-BB2

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.