Channel SE - US & Canada

About this role

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

Job Title : Channel Domain Consultant - Partner Activation & Solution Design Job Location : [Location or Remote] Job Summary : We are seeking a skilled and motivated Channel Domain Consultant to join our team. In this critical partner-facing role, the Channel Domain Consultant will act as a Subject Matter Expert (SME) for Identity products and solutions. The individual will foster and nurture relationships with technical partners, including System Integrators (SI), Value Added Resellers (VAR), Managed Service Providers (MSP), and other strategic partners. This role requires a combination of technical expertise, business acumen, and strong communication skills to enable and guide partners in delivering best-in-class Machine Identity Management solutions. The successful candidate will be responsible for driving partner Activation, ecosystem integrations, technical solution design, and supporting partners throughout the sales lifecycle. They will also play a key role in the development and execution of technical go-to-market (GTM) strategies, with a focus on collaboration with AWS, Azure, Google Cloud, and other major marketplace platforms.

Key Responsibilities: Partner Activation & Ecosystem Integration: • Foster and build strong relationships with technical partners (SI, VAR, MSP) to expand the reach and success of solutions. • Lead partner Activation efforts by creating training and certification pathways, including developing and improving certification processes. • Collaborate with Technical Alliances to ensure the correct integration and development of technical selling plans. • Work on partner onboarding and knowledge transfer, ensuring partners are equipped with the tools, knowledge, and resources to successfully position and sell products. • Develop and implement Activation programs that educate and empower partners to be self-sufficient in selling and supporting solutions.

Solution Design & Technical Strategy: • Gather and analyze end-customer requirements from partners, translating business needs into technical solutions and system architectures. • Provide technical leadership by designing and delivering tailored solutions architectures for partner-engaged end-customer projects. • Work with channel partners on customer meetings and joint solution documentation, ensuring high-quality technical outcomes. • Break down complex technical concepts into simple, customer-driven outcomes and messaging, enabling partners to effectively communicate these solutions to end-customers. • Support partners in technical sales presentations, white-boarding sessions, and other customer-facing activities. • Develop joint value propositions for solutions, ensuring alignment with business challenges and technical requirements across a variety of customer personas and segments.

Marketplace & GTM Strategy: • Lead the creation and execution of technical go-to-market strategies for platforms such as AWS, ensuring the correct approach for product integration and sales. • Drive partner Activation in marketplace scenarios, including marketplace certifications, architecture validation, and joint product promotion. • Ensure the technical messaging and positioning for products is clear, impactful, and aligned with market needs. •

Channel Partner Support & Collaboration: • Provide ongoing support to channel partners in the form of product demos, technical consultations, and sales training. • Collaborate closely with internal teams to ensure alignment between product development, partner sales teams, and marketing. • Maintain a demo environment for all Machine Identity Management solutions, ensuring partners have access to the necessary resources for their sales efforts.

Qualifications: • Proven experience in technical sales, solution architect, or partner Activation role, ideally within the cybersecurity, identity management, or cloud technologies space. • Strong understanding of machine identity management, public key infrastructure (PKI), and encryption technologies. • Deep technical expertise in at least one of the major cloud platforms: AWS, Azure, or Google Cloud. • Experience working with System Integrators (SI), Value Added Resellers (VAR), and Managed Service Providers (MSP) to enable technical solutions and partner sales. • Strong experience in designing and delivering technical solutions and translating customer requirements into actionable and scalable solutions. • Ability to engage effectively with technical and business stakeholders at all levels. • Excellent written and verbal communication skills, with a talent for simplifying complex technical topics. • Ability to work collaboratively with cross-functional teams, including sales, engineering, and product managemen

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