Manager, Strategic Business Development (Cortex XSOAR)

Palo Alto Networks
Santa Clara CA
30+ days ago
Palo Alto Networks
Palo Alto Networks

Job Description

Company Description

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

Define and execute GTM programs with Cortex XSOAR technical partners

Ensure high degree of satisfaction and success with XSOAR partner relationships. Execute GTM tasks include marketing, strategic positioning, pipeline tracking/opportunity development, etc. Collaborate cross functionally with sales, customer success, marketing, legal, product management, etc. to drive development of partner relationships, evangelize pack value messaging, and identify ways to help increase pack adoption, sales opportunities, and revenue. Identify candidate partners (existing or new) and holistically build GTM plans and execute for success including marketing, positioning, sales enablement, QBRs, opportunity tracking, etc. Launch programs (internal and external) to drive value and measure success.

Your Impact

Partner Execution

  • Build packages and plans to encourage partner involvement. Recommend deployment plans, build schedules, etc.

  • Create and execute offerings for lead gen, deal reg, MDF, etc. to improve partner relationships and collect qualified leads.

  • Gain internal alignment and permissions to deploy programs

Sales Alignment

  • Prepare enablement packages and lead education sessions

  • Drive execution in customer opportunities

  • Diagnose and remove user adoption barriers and partner workflow obstacles (product, partner, pricing, training, etc.); learn, report, and propose plans to fix issues

  • Convey the value of the Marketplace and build pipeline of partners to contribute


  • Drive XSOAR pack adoption - both paid and free - build program plans and strategies

  • Interface with customers - conduct product interviews, etc.

  • Align with Product Management and Customer Success teams


  • Create blogs, joint press releases, solution briefs, slide decks, case studies, etc.

  • Deliver Marketplace presentations to users and partners during live, recorded, and virtual events, including: webinars, meetings, videos, and industry conferences

  • Plan and execute events, drive partner sponsorships, and general attendance

  • Partner closely with XSOAR Product Marketing and Field Marketing


Your Experience

  • Demonstrable prior experience driving successful value-add programs for partner success
  • Experience in a Business Development, Reseller/Channel Account Manager or Marketing role.
  • Experience with Sales or Sales Engineering and sales methodologies. Understanding of commissions, quota, margins, etc.
  • Cybersecurity background and knowledge of companies and industry space
  • Excellent written and verbal communication skills
  • Organized with project management skills to help prioritize and balance engaged partners, active workflows, numerous projects, and many tasks simultaneously
  • Personable and enjoys working with people and frequently presenting to an audience
  • Creative thinker that can define new processes from scratch and contribute productive ideas to make partner experience better

Additional Information

Our Commitment

We’re trailblazers that dream big, 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.


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