Senior Partner Operations Manager, Palo Alto Networks
$145-215k
Leading cybersecurity protections and software platform
Be an early applicant
Leading cybersecurity protections and software platform
1001+ employees
Be an early applicant
$145-215k
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- This role requires a deep understanding of indirect routes to market (resellers, distributors, system integrators, service providers, cloud service providers, etc.) and a passion for driving clarity, consistency, and efficiency in how we support partners at scale
- The ideal candidate brings strong systems fluency, process rigor, and the ability to lead through ambiguity while delivering operational excellence across global workstreams
- 8+ years in partner operations, channel operations, or related business operations roles, preferably within a SaaS or high-growth tech company
- Proven success managing partner incentive programs, compensation frameworks, or operational policy implementation across partner ecosystems (resellers, distributors, GSIs, MSSPs, and CSPs)
- Hands-on experience with Salesforce (CPQ, PRM) and inventive management platforms like Varicent. Experience with cloud marketplace private offers is a strong plus
- Advanced skills in Excel/Google sheets (pivot tables, vlookups, visual storytelling) and Powerpoint/Google Slides
- Demonstrated ability to identify operational gaps, define scalable solutions, and drive cross-functional alignment to implement them
- Deep understanding of governance, compliance requirements, and audit controls related to partner compensation and incentives
- Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems
- Strong communication, collaboration and leadership skills and the ability to effectively partner with all levels of management
- Self-starter, highly motivated with insatiable curiosity to learn about and influence the business
- Works well within a matrixed environment, with ability to manage simultaneous projects with multiple stakeholders, and tight deadlines
What the job involves
- We are seeking a proactive, detail-oriented Senior Partner Operational Manager to join our Global Ecosystems Operations team
- In this role, you will lead key operational workstreams and processes that drive our partner programs, sales operations and partner compensation - enabling scalable, compliant, and performing growth across our global partner ecosystem
- You will work cross-functionally with stakeholders across Partner Programs, Sales, Finance, Legal and IT to design and execute high-impact operational processes across order Q2C, compensation, incentives and partner governance
- Lead partner compensation and incentive operations
- Own end-to-end execution of partner incentive programs, ensuring accuracy, scalability, and compliance with internal controls
- Partner with Finance, legal, and Ecosystem teams to implement policies and governance frameworks for incentive structures
- Lead audit and compliance reviews related to partner compensation, surfacing faps and driving corrective actions
- Drive operational scalability across partner programs and routes to market
- Design and maintain standardized processes that support different partner types (resellers, distributors, GSIs, MSSPs, CSPs)
- Develop documentation, playbooks, and training to ensure consistency and operational readiness
- Lead operational planning for new partner program launches, coordinating across Systems, Enablement, and Field teams
- Influence partner tooling and systems roadmaps by providing business requirements and feedback to technical teams
- Own cross-functional execution and continuous improvement initiatives
- Serve as a senior operational point of contact for partner-facing teams, guiding issue resolution and process handoffs
- Facilitate the rhythm of the business for theatre channel teams, enabling visibility, alignment, and accountability across top partnerships
- Identify inefficiencies and partner across teams to implement scalable solutions and improve tooling and workflows
- Partner with Analytics to deliver insights that drive data-informed decisions on partner performance and operational effectiveness
- Partner with enablement to ensure field teams adopt new processes effectively
Our take
With cyber threats evolving at lightening speed, businesses need robust solutions to protect their data and infrastructure. And the global cybersecurity market is projected to grow significantly, driven by increasing cyberattacks and the adoption of digital transformation initiatives. Because of this, companies are seeking security platforms that can address these challenges efficiently.
That's where Palo Alto Networks steps in, a frontrunner in the cybersecurity arena. It offers a suite of AI-powered security solutions designed to safeguard enterprises across various sectors. Its platforms, such as Cortex XSIAM and Prisma AIRS, integrate advanced threat detection, zero trust architecture, and real-time response capabilities so organizations are ready to manage and mitigate risks.
Its leadership is evident too, with impressive growth and strategic partnerships. Recently the company surpassed $1.5M in sales through the Google Cloud Marketplace, highlighting the demand for its innovative security solutions. Additionally, a collaboration with AT&T aims to enhance cybersecurity offerings, further solidifying its position in the market.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2022
$34m
SERIES A
May 2022
$11m
SEED
Total funding: $45m
Company benefits
- Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
- Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
- Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
- Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
- Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
- Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day. Life at Palo Alto Network
Company HQ
Santa Clara, CA
Leadership
Nikesh Arora
(CEO & Chairman)Previously the President and COO at SoftBank, CBO at Google, and CMO at T-Mobile.
Nir Zuk
(Founder & CTO)Previously CTO at NetScreen Technologies, which was acquired by Juniper Neworks in 2004. They also co-founded OneSecure where they served as CTO and was the Principal Engineer at Check Point Software Technologies.
Lee Klarich
(CPO)Initially joined Palo Alto in 2006 as the EVP of Product Management and became CPO in 2018. Prior to this, they were the Director of Product Management at Juniper Networks and a Product Line Manager at NetScreen Technologies.
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