Cortex Channel Business Manager

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.

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.

The Palo Alto Networks Channel team is a critical pillar of company growth, and we are seeking a Cortex Channel Business Manager who thrives in fast‑moving environments and operates as the architect behind scalable Cortex partner execution. This role is designed for an impact player who builds the systems, motions, and cross‑functional alignment that accelerate partner‑led activation, pipeline, and revenue across the Cortex portfolio (XDR, XSIAM, XSOAR, Xpanse).

As a Cortex Channel Business Manager, you serve as the single‑threaded owner of the Cortex partner narrative — translating our Enablement → Activation → Capabilities → Demand Generation → Pipeline model into a repeatable, execution‑ready motion for a curated set of high‑value partners. You will work closely with Channel Business Managers, Field CBMs, Cortex sellers, SE leaders, and extended ecosystem resources to ensure each district has clear account targets, aligned sales motions, and teaming‑agreement structures that convert enablement into measurable business outcomes.

You operate as the overlay strategist for Cortex, designing frameworks, tools, and sales plays the field can run consistently and at scale.

• Architect the Cortex single‑thread narrative (Enablement → Activation → Capabilities → Demand Gen → Pipeline) and ensure every partner interaction ties to measurable pipeline and revenue.
• Partner to design Cortex sales plays and activation frameworks that guide Field CBMs, partner sellers, and extended ecosystem teams through account targeting, value messaging, and repeatable joint pursuit motions.
• Drive district‑level activation by equipping partners and Field CBMs with targeted account guidance, pipeline patterns, repeatable enablement motions, and structured Cortex teaming‑agreement models.
• Orchestrate cross‑functional alignment across Channel Business Managers, NCBMs, Cortex sales, Cortex SEs, marketing, and extended ecosystem resources to ensure unified execution and handoff clarity.
• Accelerate joint pursuit activities by coordinating partner and PANW teams around Cortex opportunities, increasing platform attach, technical validation, and win rates.
• Partner to develop partner capacity and capability plans to ensure partners achieve Cortex certifications, technical readiness, SOC assessment expertise, and repeatable deployment capability.
• Lead executive business reviews that establish clear milestones, measure progress against the Cortex activation cycle, and drive accountability across partner and PANW teams.

• 10+ years in channel management, ecosystem leadership, partner development, or business development within enterprise technology (cybersecurity strongly preferred).
• Strong experience with XDR, SIEM, SOC transformation, automation/orchestration, or threat operations — or the ability to quickly become fluent in Cortex GTM motions.
• Proven success…