Director, Ecosystems - Strategic West

About this role

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 As the Director, Ecosystems – Strategics West, you will be responsible for driving growth across our partner ecosystem. This unique leadership role requires a rare blend of deep enterprise direct selling experience and sophisticated channel strategy and leadership. Reporting into the Americas Ecosystems organization, your primary mission is to build and drive the long term partner strategy for the Strategics West sales organization. This role requires strategic forethought in architecting Go-To-Market (GTM) programs for Global Systems Integrators (GSIs), National VARs, Cloud Service Providers (CSPs), Service Providers (SPs), and Managed Security Service Providers (MSSPs) tailored for rapid enterprise land-and-expand strategies. You will operate in a high-impact, matrixed environment, bringing strong collaboration across the ecosystems organization, Strategics West sales leadership, and partner managers to align business priorities, enable partners, and deliver measurable results in net-new revenue, market share, and enterprise customer acquisition. Strategic GTM & Program Execution: Develop and execute the Strategics West partner strategy, aligning it with Palo Alto Networks ’ overall channel priorities, theater strategy, and segment sales goals. Define tailored value propositions and create detailed go-to-market plans that strengthen our marketplace presence while providing new revenue opportunities with partners. Bridge Direct & Channel Motions: Utilize your enterprise selling background to bridge the gap between direct sales and channel sales teams, helping partners identify, navigate, and close massive, complex greenfield accounts. Cross-Functional Collaboration: Collaborate closely with channel leaders, theater sales executives, and partner managers to ensure successful execution of joint enterprise acquisition initiatives. Partner Enablement & Activation: Drive partner enablement and activation models, ensuring partners are fully equipped to hunt, position, and deliver Palo Alto Networks solutions into competitive enterprise accounts. Executive Leadership & Business Reviews: Lead business reviews and performance discussions with senior partner stakeholders and Palo Alto Networks executives to measure progress, identify enterprise pipeline gaps, and optimize execution. Provide world-class relationship development and thought leadership across ecosystem partners to increase revenue and drive incremental business opportunities. Segment Advocacy: Champion the Strategics West segment within the partner ecosystem, ensuring seamless integration into global channel programs, hunting incentives, and specialized services. Targeted Campaigns: Partner with marketing, enablement, and product leadership to des

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