Senior Channel Account Manager - Identity Security at CyberArk… · San…

companyDescription CyberArk, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. CyberArk’s AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere. Learn more at cyberark.com. Copyright © 2026 CyberArk Software. All Rights Reserved. All other brand names, product names, or trademarks belong to their respective holders. jobDescription This is a senior-level, strategic leadership role within the Palo Alto Networks ecosystem organization. You will be responsible for driving the growth and adoption of Identity Security—encompassing human, machine, and AI identities—across the North American market. Operating at the critical intersection of partners, platform, and market strategy, you will shape how Palo Alto’s identity capabilities are positioned, integrated, and scaled through Global Systems Integrators (GSIs), Managed Service Providers (MSPs), and key strategic alliances. This is not an enablement role; it is a high-impact, commercial, and intellectually driven position focused on shaping market direction and building scalable, partner-led business opportunities. Core Responsibilities 1. Identity Security Ecosystem Strategy Narrative Ownership: Extend Palo Alto Networks’ identity security story across North America, positioning the company as a leader in identity-driven security. Value Translation: Convert complex platform capabilities into partner-relevant value propositions and actionable market "plays." Strategy Alignment: Align ecosystem activities with the broader Palo Alto Networks platform strategy. 2. Partner Engagement & Business Development Relationship Building: Develop and maintain deep ties with priority GSIs, MSPs, and strategic advisory firms. Joint Offerings: Lead the creation of high-value joint solutions and Go-to-Market (GTM) motions. Practice Growth: Support partners in building dedicated services and practices centered on Palo Alto’s identity security portfolio. 3. Strategic Evangelism & Thought Leadership Voice of the Brand: Represent the company at partner events, executive forums, and high-level customer engagements. Market Shaping: Articulate a clear vision for the future of identity security, ensuring narrative consistency across the entire ecosystem. 4. Cross-Functional Collaboration Internal Bridge: Act as the primary conduit between technical R&D/Product teams and commercial field organizations. Integrated Success: Work with Marketing and GTM teams to ensure technical capabilities are successfully translated into revenue opportunities. qualifications We are seeking a senior leader who thrives in early-stage, ambiguous environments and possesses a unique blend of technical credibility and commercial acumen. Technical & Domain Expertise Deep expertise in Identity Security domains, including PAM, IAM, and IGA. Familiarity with cloud security, platform architectures, and modern enterprise security stacks. Ability to engage deeply with architects and product teams to guide technical integration. Strategic & Commercial Acumen Ecosystem Fluent: Proven experience working with or within GSIs, large advisory firms, or strategic alliances. Revenue Oriented: A "commercially minded" approach with a track record of turning strategy into tangible partner-led revenue. Executive Presence: Exceptional communication skills, comfortable influencing C-level stakeholders and large partner organizations. Experience Requirements Identity Security Background: Extensive experience specifically within the PAM/IAM/IGA landscape. Partner Leadership: Demonstrated success in building and driving GTM motions through a complex partner ecosystem. Strategic Influence: Proven ability to engage both technical audiences and executive leadership to drive organizational change. Adaptability: Experience navigating complex, fast-paced environments and building structure where none exists. #LI-MR-2 additionalInformation CyberArk is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status. We are unable to sponsor or take over sponsorship of employment Visa at this time. The salary range for this position is $150,000 – $225,000/year, plus commissions or discretionary bonus, which will be based on the employee’s performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits.