Hiring: Director, Ecosystems - Strategic West Company: Palo Alto Networks Location: Santa Clara, CA Job Posted Time: 2026-09-03 07:40:30 Employment Type: Remote Target Skills & Keywords : Segment About the job Experience: •10+ years combining Enterprise Direct Sales / Account Management and Tech Channel Management, Partnerships, Business Development, or Partner Strategy experience. Required Skills: •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. •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 design highly targeted acquisition campaigns, competitive displacement training, and specialized partner services. •Data-Driven Performance Management: Use analytical skills and data-driven insights to track channel performance within the segment, determine which programs work, guide co-investment decisions, and ensure accountability across stakeholders. Qualifications: •Professional Experience: 10+ years combining Enterprise Direct Sales / Account Management and Tech Channel Management, Partnerships, Business Development, or Partner Strategy experience. •Matrix Influence: Demonstrated success as a business leader driving influence and building relationships with decision-makers across all levels of internal sales teams and external partner organizations. •Channel Architecture: Strong analytical understanding of channel operating models, partner economics, incentives, and ecosystem dynamics (specifically how to motivate partners to hunt new logos). •Strategic Vision: Proven experience formulating a partnership vision, creating strategic business plans, and executing them to deliver net-new revenue growth. •Executive Presence & C-Suite Engagement: Excellent executive communication and relationship-building skills, with documented experience engaging directly with C-level executives at top strategic partners and Fortune 500 prospects. •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. Compensation: •Flexible work environment (work from home / hybrid options) •The offered compensation may also include restricted stock units and a bonus Interested candidates, please apply directly through the job posting on company's career page or try via AI auto apply on this platform. Don't miss this opportunity to join a forward-thinking team!