Ecosystem Acceleration Lead - Cortex

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.

Job Description Your Career The Palo Alto Networks Ecosystem team is a critical pillar of company growth, and we are seeking an Ecosystem Acceleration Lead 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 an Ecosystem Acceleration Lead, 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.

Your Impact

• 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.

Qualifications Your Experience

• 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 operationalizing GTM frameworks across cross-functional teams and partner organizations
• Demonstrated ability to influence without authority and drive alignment across sales, channel, marketing, SE leadership, and extended ecosystem resources
• Excellent relationship-building skills with senior partner executives and internal leadership
• Clear track record of generating measurable business outcomes: partner activation, teaming agreements, SOC assessments, pipeline creation, and revenue growth
• Strong understanding of enterprise, commercial, and major-accounts motions within cybersecurity
• Ability to shift seamlessly between strategic design and hands-on operational execution
• High discernment across sales, technical readiness, solution development, and partner capability-building
• Ability to thrive in a fast-paced, highly matrixed, virtual environment
• Technical understanding of XDR, SIEM, automation, SOC workflows, or adjacent technologies is a plus

Additional Information 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 $ 225000 - $ 281000 /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 accommodations@paloaltonetworks.com.

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position. 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.