Palo Alto Networks · 1 week ago
Senior Manager, Partner Operations
Office - USA - CA - Headquarters
Full-time
Hybrid
Senior Level, Lead/Staff
$145K/yr - $234K/yr
8+ years expPalo Alto Networks is a leading cybersecurity company dedicated to protecting digital ways of life. They are seeking a Senior Manager, Partner Operations to drive the strategy and delivery of high-impact programs focused on improving process and tools capabilities for sellers and channel partners. This leadership role involves managing cross-functional initiatives to enhance operational efficiency and ensure successful integration of quoting systems.
Agentic AICloud SecurityCyber SecurityNetwork SecuritySecurity
No H1B
Responsibilities
Deconstruct and architect solutions for complex business challenges related to CPQ (e.g., quoting efficiency, order accuracy, integration complexities between CSP and PANW) with a long-term, scalable view
Define and structure complex, cross-functional workstreams to solve end-to-end CPQ business problems, moving beyond mere technology implementation
Proactively identify and manage critical interdependencies and risks across Sales, Marketing, Channel, Customer Success, Finance, Legal, and IT
Establish business outcome-driven milestones and lead indicator KPIs (e.g., quoting cycle time reduction, order processing accuracy, revenue recognition efficiency) that clearly measure value delivery
Assess and mitigate end-user (e.g., seller, deal desk, finance) impact and institutionalization requirements globally
Translate high-level strategic CPQ integration objectives into detailed, iterative execution roadmaps and effectively drive the underlying technical and process sprint plans
Proactively eliminate critical blockers and navigate organizational resistance through structured problem-solving and executive-level engagement across business, operations, and IT
Communicate crisply and strategically to executive stakeholders via status updates, Steering Committees, and formal presentations, ensuring alignment and decisiveness
Expertly influence stakeholders across all functions and levels—building trust and driving accountability across all program contributors
Own the holistic view of change implications across global field teams and internal functions impacted by CPQ integration
Directly partner with Sales Enablement, Field Communications, and Operations to design and implement impactful rollout and capability-building plans that ensure adoption
Mandate and embed robust change management strategies, including comprehensive process documentation, training structures, and enduring support mechanisms
Establish governance with Operations and Analytics to rigorously track success metrics and measure financial realization post-implementation
Formalize a continuous feedback loop with field users and process owners to drive iteration and ensure future program phases deliver increasing value
Qualification
Required
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
Benefits
Restricted stock units
Bonus
Company
Palo Alto Networks
Palo Alto Networks is a cybersecurity company that offers cybersecurity solutions for organizations.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$65MKey Investors
Icon VenturesLehman HoldingsGlobespan Capital Partners
2012-07-20IPO
2008-11-03Series C· $10M
2008-08-18Series C· $27M
Leadership Team
Helmut Reisinger
CEO EMEA
Nikesh Arora
Chairman CEO
Recent News
Computer Weekly
2026-02-03
2026-02-03
Private Equity Wire
2026-02-02
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