Senior Manager, Sales Alliance Lead

Palo Alto Networks

Manage GTM activities for the PwC Americas business at Palo Alto Networks. Collaborate with sales teams and promote joint sales plays for increased bookings and customer acquisition.

Posted 7/8/2026full-timeRemote • Arizona, California, Illinois, New York • 🇺🇸 United StatesSenior💰 $261,000 - $358,500 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Manage GTM activities for the PwC Americas business, working with the Director, Americas Lead - PwC Partnership to develop and support GTM activities across specific sales segments in the region (Strategic, Majors, Enterprise)
Partner closely with in-region core and specialist sales teams, collaborating with PwC counterparts to promote joint sales plays and drive net-new business and incremental market share
Focus on delivering measurable business outcomes, including increased bookings and new customer acquisition through coordinated sales and marketing efforts
Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing, and enablement initiatives, while preparing and delivering partner business plans and supporting Quarterly Business Reviews (QBRs)
Establish a regular cadence of relationship-building activities, leading 'partner peering' initiatives to strengthen executive and field-level engagement
Support joint pipeline development by facilitating deal collaboration, providing weekly tactical support for order processing and management, and ensuring purchase orders are submitted in alignment with Salesforce forecasts
Educate the North America PwC team on Palo Alto Networks' enterprise security platform and value proposition to accelerate joint business growth
Build strong relationships with key PwC and Palo Alto Networks regional leaders across Sales, Marketing, Technical, Support, and Enablement functions
Conduct inbound and outbound outreach while making regular onsite visits to regional PwC teams to identify new sales opportunities, grow pipeline, and strengthen partner engagement
Collaborate with joint country leadership (Sales, SE, Marketing, Channel) to execute local business plans while ensuring the appropriate cross-functional stakeholders at PwC participate in business planning and approvals
Develop and lead Quarterly Business Reviews (QBRs) with stakeholders from both organizations to measure progress against shared business objectives
Capture and communicate PwC business needs internally, translating partner requirements into actionable solutions
Proactively engage with PwC teams to generate new opportunities and increase introductions of Palo Alto Networks solutions to PwC clients and prospects
Balance short-term revenue initiatives with long-term strategic partnership development
Partner with the sales organization on tactical deal strategy, pricing, and leveraging investment funds and enablement resources

Requirements

What you’ll need

Bachelor's degree in Business or a related discipline
Minimum of 5 years of sales experience in a high-tech environment with a focus on services
Cybersecurity experience is preferred but not required
Minimum of 3 years of indirect sales experience with proven success managing Global or Regional System Integrators and/or Tier 1 Value-Added Partners across multiple countries, including a track record of building and growing services-based partnerships
PwC partnership management experience is strongly preferred
Proven ability to develop and execute sales campaigns across multiple Routes-to-Market (e.g., Influence, Resale, MSSP)
Experience implementing structured sales methodologies across the full sales lifecycle, including opportunity identification, qualification, business development, order fulfillment, and ongoing account management
Strong understanding of Global System Integrator (GSI) and Hyperscaler go-to-market models
Understanding of gross margin, margin blend, and the ability to conduct executive-level (CxO) business conversations
Demonstrated history of successfully delivering sales campaigns and consistently achieving or exceeding business objectives
Excellent consultative selling, negotiation, qualification, and closing skills
Results-oriented with a proven ability to deliver against ambitious growth targets
Strong leadership presence with the ability to influence cross-functional teams while operating as a collaborative team player
Exceptional written and verbal communication skills
Excellent presentation and executive engagement skills, with the ability to influence senior leaders within PwC
Commercially astute, with the ability to position Palo Alto Networks' solutions based on business outcomes as well as technical capabilities.

Benefits

Comp & perks

A description of our employee benefits may be found here

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Hard Skills & Tools

Sales ExperienceCybersecurity KnowledgeSales MethodologiesBusiness DevelopmentOrder FulfillmentAccount ManagementGross Margin UnderstandingExecutive-Level CommunicationNegotiation SkillsClosing Skills

Soft Skills

Leadership PresenceCollaborative Team PlayerExceptional Communication SkillsInfluencing SkillsResults-Oriented