Channel Business Manager

Summary

Join Palo Alto Networks as a Channel Account Manager and drive revenue growth by managing relationships with strategic partners. You will develop and execute business plans, collaborate with account directors, and design compelling value propositions. Responsibilities include working with internal stakeholders, driving enhanced alignment between sales teams, and managing joint opportunities. Success will be measured by increased revenue, market share, and depth within partner sales teams. You will also lead business performance reviews and build activity reports. This role requires experience in channel management or business development within the enterprise software or network security industry.

Requirements

• Experience in Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Experience with MSSP routes to market and service creation
• Fluency in English language
• Established network within major UK reseller + GSI + SP partners
• 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