Partnerships, Sr. Manager

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
Strategy & Business Development
Own the global IDIRA strategy and business plan for NTT DATA, including growth priorities, target markets, sales motions, pipeline objectives, and execution milestones.
Build IDIRA into a strategic growth pillar within the broader Palo Alto Networks and NTT DATA partnership.
Identify and develop new business opportunities where Palo Alto Networks IDIRA capabilities can be integrated into NTT DATA cybersecurity, identity, cloud, infrastructure, and transformation services.
Develop joint value propositions and repeatable GTM plays that enable NTT DATA sellers and delivery teams to take IDIRA solutions to their customers.
Identify priority customer segments, accounts, use cases, and market opportunities where NTT DATA and Palo Alto Networks can jointly win.
Develop strategies to position Palo Alto Networks IDIRA capabilities within NTT DATA's existing identity security practices, customer transformation programs, managed services, and strategic accounts.
Partnership Development
Establish and maintain senior relationships across NTT DATA's cybersecurity, identity, cloud, services, sales, and regional leadership organizations.
Build the required executive sponsorship, sales alignment, technical sponsorship, and delivery engagement within NTT DATA to scale the IDIRA business.
Act as the primary global IDIRA partnership lead for NTT DATA and the central point of coordination across both organizations.
Develop a strong understanding of NTT DATA's identity capabilities, services portfolio, customer base, competitive landscape, and investment priorities.
Identify gaps in NTT DATA capabilities, offerings, enablement, or field readiness and establish joint plans to address them.
Influence NTT DATA investment and resource prioritization around IDIRA opportunities and joint GTM initiatives.
GTM & Pipeline Creation
Drive measurable IDIRA pipeline creation and revenue growth with NTT DATA globally.
Build and execute targeted sales plays with NTT DATA across priority industries, regions, and strategic accounts.
Work directly with Palo Alto Networks and NTT DATA field organizations to identify, qualify, develop, and accelerate IDIRA opportunities.
Establish account-mapping and opportunity-development programs that convert NTT DATA customer relationships and Palo Alto Networks installed-base intelligence into actionable pipeline.
Develop repeatable demand-generation and sales acceleration programs with regional teams.
Engage directly on strategic opportunities where partnership leadership, executive alignment, or cross-functional orchestration is required to advance or close the opportunity.
Track pipeline creation, progression, conversion, bookings, and other business outcomes against agreed objectives.
Solution & Capability Development
Partner with Palo Alto Networks Product, Product Management, Engineering, and technical teams to ensure NTT DATA understands the IDIRA strategy, roadmap, differentiation, and customer value proposition.
Work with NTT DATA to develop joint IDIRA solutions and services that combine Palo Alto Networks technology with NTT DATA consulting, implementation, integration, and managed services capabilities.
Drive the development and launch of repeatable NTT DATA IDIRA offerings that can be taken to market globally.
Establish technical, sales, and services enablement plans required to build NTT DATA capability and field confidence.
Coordinate certification, enablement, solution development, and field-readiness activities across relevant NTT DATA teams.
Capture NTT DATA and customer feedback and provide a structured feedback loop into Palo Alto Networks Product and GTM organizations.
Global Execution & Governance
Translate the global IDIRA strategy into regional execution plans across NAM, EMEA, JAPAC, and LATAM.
Establish clear targets, owners, milestones, and success metrics for joint initiatives.
Lead regular business reviews covering pipeline, bookings, sales plays, solution development, enablement, field engagement, risks, and required actions.
Maintain executive visibility into IDIRA partnership performance, key opportunities, investments, barriers, and decisions required.
Identify execution gaps and proactively drive corrective actions across Palo Alto Networks and NTT DATA.
Coordinate cross-functional resources across Sales, Product, Marketing, Services, Enablement, Finance, and Operations to support the global business plan.
Qualifications
Required
10+ years of experience in strategic partnerships, business development, alliances, enterprise sales, or go-to-market roles within enterprise technology or cybersecurity.
Demonstrated experience building and scaling businesses with Global Systems Integrators, strategic partners, or large enterprise technology organizations.
Strong understanding of identity security, identity and access management, cybersecurity, cloud security, or adjacent security markets.
Proven ability to develop GTM strategies and translate them into measurable pipeline and revenue.
Experience working with global field sales organizations and developing opportunities across multiple regions.
Demonstrated ability to build new businesses, offerings, or sales motions from early-stage strategy through execution and scale.
Strong executive presence with the ability to develop trusted relationships with senior partner and internal stakeholders.
Proven ability to lead complex cross-functional initiatives across Sales, Product, Engineering, Services, Marketing, and Operations.
Ability to influence and drive accountability across teams without direct reporting authority.
Strong commercial judgment with an understanding of partner economics, services-led business models, pipeline management, and enterprise sales cycles.
Excellent communication, presentation, negotiation, and executive-level storytelling skills.
Preferred Qualifications
Experience working directly with NTT DATA or another major Global Systems Integrator.
Experience developing cybersecurity solutions or managed services with a global partner.
Deep knowledge of Identity Security, IAM, Identity Threat Detection and Response, privileged access, identity governance, or related technologies.
Experience launching and scaling new cybersecurity products or solution categories through a partner ecosystem.
Experience managing global business plans and coordinating execution across NAM, EMEA, JAPAC, and LATAM.
Demonstrated success creating partner-sourced or partner-influenced pipeline and converting strategic partnerships into measurable revenue.
Compensation Disclosure
The compensation offered for this position will depend on qua