Channel Business Manager

Summary

Join Palo Alto Networks as a Channel Account Manager and focus on relationship management to increase revenue and market share. You will create and execute unique business plans with partners, collaborating with internal stakeholders. Drive alignment between PAN and partner sales teams, excel in account planning and pipeline management, and develop compelling value propositions. Maximize growth opportunities, ensure successful customer implementations, and communicate effectively with partners. Lead business reviews, maintain performance reports, and contribute to the strategic growth of Palo Alto Networks' channel organization. The role requires experience in channel management or business development within the enterprise software or network security industry, fluency in English and Spanish, and a strong understanding of the local market.

Requirements

• Experience in Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Fluency in both English and Spanish languages
• Understanding of the local MCA market
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

Responsibilities

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires this strategic partner to promote our solutions
• Develop/activate services based on our emerging and established technologies increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

Preferred Qualifications

Understanding of SP & GSI operating models

Benefits

• 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/commissioned roles) is expected to be between $650000/YR - $893000/YR
• The offered compensation may also include restricted stock units and a bonus