Senior Manager, PWC NAM Sales Alliance Lead

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

Your Career

You will manage GTM activities for the PwC Americas business, working with the Director, Americas Lead - PwC Partnership to develop and support GTM activities across specific sales segments in the region (Strategic, Majors, Enterprise). The GTM Manager will partner closely with in-region core and specialist sales teams, collaborating with PwC counterparts to promote joint sales plays and drive net-new business and incremental market share.

The role will focus on delivering measurable business outcomes, including increased bookings and new customer acquisition through coordinated sales and marketing efforts. You will collaborate with cross-functional internal and partner teams to drive GTM sales, marketing, and enablement initiatives, while preparing and delivering partner business plans and supporting Quarterly Business Reviews (QBRs).

Your Impact

• Co-develop, alongside the local PwC team and with support from the Director, Americas Lead - PwC Partnership, the Americas business plan that defines execution strategies to achieve targeted growth across:

  • PwC's Industry Segments & Market Units

  • Palo Alto Networks' Sales Segments (Strategic, Majors, Enterprise)

• Establish a regular cadence of relationship-building activities, leading "partner peering" initiatives to strengthen executive and field-level engagement.

• Support joint pipeline development by facilitating deal collaboration, providing weekly tactical support for order processing and management, and ensuring purchase orders are submitted in alignment with Salesforce forecasts.

• Educate the North America PwC team on Palo Alto Networks' enterprise security platform and value proposition to accelerate joint business growth.

• Build strong relationships with key PwC and Palo Alto Networks regional leaders across Sales, Marketing, Technical, Support, and Enablement functions.

• Conduct inbound and outbound outreach while making regular onsite visits to regional PwC teams to identify new sales opportunities, grow pipeline, and strengthen partner engagement.

• Collaborate with joint country leadership (Sales, SE, Marketing, Channel) to execute local business plans while ensuring the appropriate cross-functional stakeholders at PwC participate in business planning and approvals.

• Develop and lead Quarterly Business Reviews (QBRs) with stakeholders from both organizations to measure progress against shared business objectives.

• Capture and communicate PwC business needs internally, translating partner requirements into actionable solutions.

• Proactively engage with PwC teams to generate new opportunities and increase introductions of Palo Alto Networks solutions to PwC clients and prospects.

• Balance short-term revenue initiatives with long-term strategic partnership development.

• Partner with the sales organization on tactical deal strategy, pricing, and leveraging investment funds and enablement resources.

Qualifications

Your Experience

• Bachelor's degree in Business or a related discipline.

• Minimum of 8 years of sales experience in a high-tech environment with a focus on services. Cybersecurity experience is preferred but not required.

• Minimum of 3 years of indirect sales experience with proven success managing Global or Regional System Integrators and/or Tier 1 Value-Added Partners across multiple countries, including a track record of building and growing services-based partnerships. PwC partnership management experience is strongly preferred.

• Proven ability to develop and execute sales campaigns across multiple Routes-to-Market (e.g., Influence, Resale, MSSP).

• Experience implementing structured sales methodologies across the full sales lifecycle, including opportunity identification, qualification, business development, order fulfillment, and ongoing account management.

• Strong understanding of Global System Integrator (GSI) and Hyperscaler go-to-market models.

• Understanding of gross margin, margin blend, and the ability to conduct executive-level (CxO) business conversations.

• Demonstrated history of successfully delivering sales campaigns and consistently achieving or exceeding business objectives.

• Excellent consultative selling, negotiation, qualification, and closing skills.

• Results-oriented with a proven ability to deliver against ambitious growth targets.

• Strong leadership presence with the ability to influence cross-functional teams while operating as a collaborative team player.

• Exceptional written and verbal communication skills.

• Excellent presentation and executive engagement skills, with the ability to influence senior leaders within PwC.

• Commercially astute, with the ability to position Palo Alto Networks' solutions based on business outcomes as well as technical capabilities.

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.

$261,000.00 - $358,500.00/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.

 

 

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 driver’s license.