Job Details

Channel Domain Consultant – Partner Activation & Solution Design

Channel DC Role Overview

The Channel Domain Consultant (Channel SE) is a key partner-facing technical expert responsible for enabling, supporting, and empowering PANW channel partners—including System Integrators (SI), Value Added Resellers (VAR), Managed Service Providers (MSP), and other strategic partners. Acting as a subject matter expert in Identity solutions, the Channel SE plays a critical role in partner Activation, technical solution design, and driving successful go-to-market strategies. This role combines technical acumen, business insight, and proactive relationship management to accelerate partner capabilities in Identity Security and Machine Identity Management.

This role is highly collaborative, requiring the Channel SE to partner with the field and channel teams as well as partners themselves, ensuring active participation and technical support throughout the sales cycle, and ultimately contributing to the successful closure of deals.

Partner Activation & Ecosystem Integration

• Act as a technical evangelist, fostering strong relationships with technical partners (SI, VAR, MSP) to expand reach.
• Lead partner Activation by developing training and certification pathways, hands-on workshops, and technical resources.
• Facilitate partner onboarding and ongoing knowledge transfer, ensuring partners are equipped to position and sell identity solutions effectively.
• Drive joint product promotion and ensure technical positioning aligns with evolving market needs.
• Collaborate with Technical Alliances to ensure robust integration and alignment of technical selling plans.
• Develop and deliver Activation programs, including sales and pre-sales certifications, and support maintaining a demo environment.

Solution Design & Technical Strategy

• Gather and analyze partner-driven end-customer requirements, translating business needs into technical architectures and tailored solutions.
• Lead the design and delivery of solution architectures for partner-engaged customer projects and support technical sales presentations and workshops.
• Simplify complex technical concepts into clear, customer-focused outcomes and messaging for a wide range of partner and customer personas.
• Collaborate with partners on joint value propositions and documentation, ensuring alignment with business challenges and technical requirements.

Channel Partner Support & Collaboration

• Provide ongoing technical support to channel partners through product demos, consultations, and sales Activation training.
• Work closely with Channel Account Managers (CAM) and internal teams to align product development, partner sales, and marketing strategies.
• Engage with technical sellers at each partner, empowering them to identify and advance opportunities.
• Work side by side with partners across all stages of the sales cycle, from initial opportunity identification, technical discovery, and evaluation to solution presentation, proof-of-concept management, and final deal closure, with the shared goal of securing successful wins together.

Presales Activation Journey

• New Partners: Provide an overview of Identity Security, facilitate CPE Certification, conduct hands-on workshops, guide through CDE training, supply NFR licenses for building a lab environment to support CDE certification preparation, and train in GTM activities focused on selected solutions with defined outcomes.
• Existing Partners: Support per-solution Activation through advanced workshops and continued SME access, and train in GTM activities focused on selected solutions with defined outcomes.

Key Attributes & Success Factors

• Self-motivated and proactive, capable of working autonomously with minimal direction from Channel Account Managers.
• Exceptional communication skills and business acumen to influence and guide both technical and non-technical stakeholders.
• Ability to build trusted advisor relationships with partner technical sellers—including pre-sales engineers, architects, and consultants—to drive meaningful sales opportunities.
• Commitment to continuous learning, staying up to date with the latest solutions, tools, and industry best practices.
• Combine technical knowledge with sales acumen to jointly manage the technology evaluation and sales process together with the partner, ensuring technical alignment and a clear path to a technical win at every stage.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$198,000.00 - $273,000.00/yr

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.