Channel Account Manager

Location: Detroit, United States of America, Cincinnati, United States of America, Indianapolis, United States of America

Remote Type: Yes

Time Type: Full time

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.

Idira Partner Development Manager (PDM)

The Idira Partner Development Manager (PDM) is responsible for developing and executing the North America ecosystem strategy by building high-performing Identity Security partner practices that accelerate platform adoption and generate partner-led pipeline. The PDM serves as the primary business leader for a portfolio of strategic ecosystem partners, aligning partner investments, sales execution, technical enablement, and executive engagement to drive measurable business outcomes.

Success in this role is measured by the strength of partner Identity Security practices, partner-sourced pipeline, platform attach, and the ability to scale repeatable go-to-market motions across the Palo Alto Networks ecosystem.

• Develop annual Joint Business Plans with Focus Partners.
• Build dedicated Identity Security sales, technical, and services capabilities.
• Expand partner practice maturity through certifications, enablement, and executive sponsorship.
• Drive executive alignment and long-term partner investment strategies.

• Enable partner sellers, solution architects, and delivery consultants on the Idira portfolio.
• Coordinate role-based sales and technical enablement programs.
• Establish partner demo capabilities and Identity Security champions.
• Increase partner readiness to position, sell, implement, and support Idira solutions.

• Build joint account plans with Focus Partners and the Palo Alto Networks field organization.
• Align with Regional VPs, District Sales Managers, Channel Business Managers, and National CBMs.
• Execute partner-led demand generation campaigns, executive briefings, workshops, and customer events.
• Identify and accelerate platform cross-sell opportunities across Strata, Cortex, Prisma, and AI Security.

• Execute repeatable sales plays focused on:
• Drive deal registrations and partner-sourced pipeline.
• Expand installed-base opportunities and SaaS migrations.
• Increase platform attach across the Palo Alto Networks portfolio.

• Develop executive relationships within strategic partners.
• Conduct Quarterly Business Reviews and Executive Business…