Ecosystem Acceleration Lead

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.
Our vision is a world where each day is safer and more secure than the one before. 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.

Who We Are

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.

Your Career

The Ecosystem Acceleration Lead (EAL) is a non-traditional channel role focused on helping partners build, scale, and sustain SASE (Secure Access Service Edge) businesses. The role owns the partner SASE business plan, working closely with Palo Alto Networks’ extended sales, technical, and ecosystem teams to show partners how to win, equip them with clear motions and plays, and drive pipeline and bookings through partner-led execution.

This role designs customized, repeatable partner motions aligned to Palo Alto Networks’ platform strategy—giving partners a clear, scalable path to grow their SASE business.

Acting as the connective tissue between strategy, leadership, and execution, the EAL creates structure, alignment, and momentum through clear narratives, influence, visibility, and tracking. The focus is scale: enabling diverse partners to build SASE practices using a consistent national framework, while tailoring motions to each partner’s business model and strengths.

Your Impact

• Design Partner Routes to Market: Build clear SASE entry plays, expansion paths, and sales motions aligned to partner maturity, services mix, and GTM—resulting in executable partner plans and measurable outcomes.

• Create GTM Operating Systems: Define the plays, handoffs, execution models, and single-threaded narrative that align sales, technical, and ecosystem teams—so partners can consistently drive pipeline and bookings.

• Translate Strategy into Actionable Messaging: Turn complex SASE platform strategy into clear, reusable activation kits (decks, playbooks, briefs, exec updates) that drive alignment and execution across internal teams and partners.

• Drive Platform Expansion: Simplify SASE into action-based guidance that moves partners from initial entry to broader platform adoption.

• Integrate Services & Capabilities: Align sales plays with professional and managed services to enable delivery, support expansion, and increase partner success.

• Activate Execution & Accountability: Align regional channel, sales, and technical teams around partner-led motions with clear ownership, tracking, and follow-through. Create leadership-ready visibility into progress, risks, and outcomes—even when standard reporting does not yet exist.

   

Your Experience 

To succeed, candidates must demonstrate

• 5+ years in channel management, ecosystem leadership, partner development, or business development within enterprise technology (cybersecurity strongly preferred)

• Experience operating in national, overlay, or program-based partner roles

• Ability to align cross-functional sales, technical, and ecosystem teams and drive accountability without direct authority

• Strong bias toward driving seller wins and making partner value clear, visible, and repeatable

• Comfort operating in ambiguous, fast-changing environments and translating evolving direction into structured, executable motions

Ideal Experience (Not Required, but a Plus)

• Designed repeatable GTM or partner motions adopted across multiple partners at national scale

• Built scalable programs and assets that moved teams beyond 1:1 execution

• Customized partner motions while preserving a clear, shared operating framework

• Invented new or non-standard approaches to unlock partner outcomes in evolving environments

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.

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/commissioned roles) is expected to be between $226000 - $310750/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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  [email protected].

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.

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.