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# Sr Manager, Enterprise Acquisition Ecosystems

- **Company:** Palo Alto Networks
- **Location:** Austin, TX, United States
- **Experience:** Expert
- **Contract:** Permanent contract
- **Skills:** Data Analysis, Cloud Computing, Cyber Security, Security Information and Event Management, Palo Alto Networks
- **Published:** September 4, 2026
- **Apply:** https://www.austinjobsite.com/job.asp?id=3377260659&tx=FK5956FFI&pt=1&aff=0B19D771-A501-4A5E-8338-2A822B784D54&utm_source=Job%20Feed&utm_medium=textkernel&utm_campaign=DE&utm_term=0B19D771-A501-4A5E-8338-2A822B784D54

## About the Role

* Sr Mgr level: 10+ years combining Enterprise Direct Sales / Account Management and Channel Management, Business Development, or Partner Strategy experience.
 * Proven Hunting Track Record: Demonstrated success leveraging partner relationships to break into, navigate, and win very large enterprise accounts with no prior footprint.
 * Matrix Influence: Demonstrated success in influencing internal sales teams and external partner stakeholders to drive outcomes in a matrixed organization.
 * Channel Architecture: Strong understanding of channel operating models, partner economics, incentives, and ecosystem dynamics (specifically how to motivate partners to hunt new logos).
 * Strategic Execution: Proven track record of creating and executing strategic business plans that deliver net-new revenue growth.
 * Executive Presence: Excellent executive communication and relationship-building skills, with the ability to engage senior leaders at both partner and internal levels.
 * C-Suite Engagement: Experience engaging directly with C-level executives at top strategic partners and Fortune 500 prospects.
 * Domain Expertise Preferred: Strong understanding of at least two (2) of the following: 1.) Cyber-security, 2.) SIEM, 3.) End-point, and 4.) Cloud., 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.

## Description

As the Sr Manager, Ecosystems - Enterprise Acquisition, you will be responsible for driving growth across our partner ecosystem specifically targeted at our Enterprise Acquisition segment. This unique leadership role requires a rare blend of deep enterprise direct selling experience and sophisticated channel strategy/leadership.

Your primary mission is to leverage strategic channel relationships to penetrate and break into very large enterprise accounts where Palo Alto Networks does not currently have a meaningful footprint. This role requires strategic forethought in architecting Go-To-Market (GTM) programs for GSIs, National VARs, CSPs, SP's and MSSPs tailored for rapid enterprise land-and-expand strategies.

This is a high-impact role in a matrixed environment. You will bring strong collaboration across the ecosystem's organization, enterprise acquisition sales/ sales leadership, and partner managers to align business priorities, enable partners, and deliver measurable results in net-new revenue, market share, and enterprise customer acquisition.

Your Impact

 * Develop and execute the Enterprise Acquisition partner strategy, aligned with Palo Alto Networks' overall channel priorities and segment sales goals.
 * Bridge the gap between direct sales and channel ecosystems, utilizing your enterprise selling background to help partners identify, navigate, and close massive, complex greenfield accounts.
 * Collaborate with central channel leaders, sales executives, and partner managers to ensure successful execution of joint enterprise acquisition initiatives.
 * Drive partner enablement and activation, ensuring partners are equipped to hunt, position, and deliver Palo Alto Networks solutions into competitive enterprise accounts.
 * Lead business reviews and performance discussions with senior partner stakeholders and PANW executives to measure progress, identify enterprise pipeline gaps, and optimize execution.
 * Champion the Enterprise Acquisition segment within the partner ecosystem, ensuring integration into global channel programs, hunting incentives, and specialized services.
 * Partner with marketing, enablement, and product leadership to design highly targeted acquisition campaigns, competitive displacement training, and partner services.
 * Represent the Enterprise Acquisition segment in executive partner forums and advisory councils, providing thought leadership and insights on enterprise market trends.
 * Use data-driven insights to track channel performance within the segment, guide co-investment decisions, and ensure accountability across stakeholders.


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