Sr Manager, Channel Strategy & GTM

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.

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.

This role is a dedicated Prisma Browser GTM channel overlay designed to accelerate PB market share and counter competitors like Island by building product-specific channel programs, incentive plays, enablement, and close deals. Because core field channel reps prioritize high-ACV mature products over new innovations, this specialist actively trains and motivates internal CBMs, drives hands-on partner enablement with TMEs, and directly supports top regional partners (covering either NAM or JAPAC+EMEA) to build confidence and win early deals.

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 M anagement 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.

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