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Palo Alto Networks · 15 hours ago

Ecosystem Acceleration Lead - Cortex

Dallas, TX

Full-time

Hybrid

Senior Level, Lead/Staff

$225K/yr - $281K/yr

10+ years exp

Palo Alto Networks is a cybersecurity company committed to protecting the digital way of life. They are seeking an Ecosystem Acceleration Lead to drive partner-led activation, pipeline, and revenue across the Cortex portfolio by designing frameworks and aligning cross-functional teams.

Agentic AICloud SecurityCyber SecurityNetwork SecuritySecurity

Growth Opportunities

No H1B

Responsibilities

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

Qualification

Channel managementEcosystem leadershipPartner developmentBusiness developmentXDRSIEMSOC transformationAutomation/orchestrationThreat operationsInfluencing without authorityRelationship-buildingFast-paced environment

Required

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