National Channel Business Manager

Summary

Join Palo Alto Networks as a Channel Business Manager and drive engagement and execution within the Commercial segment through National partners. This role centers on relationship management to increase revenue and market share. You will develop and execute business plans, sales motions, and campaigns, measured by joint business with National partners. Success requires experience with strategic partner organizations and developing long-term partnerships. The position involves building executive-level relationships, driving Palo Alto Networks programs, and creating compelling value propositions. You will also lead business reviews, build performance reports, and ensure partner and customer satisfaction. This is a strategic role within a fast-paced environment.

Requirements

• Extensive experience working with National Partners
• Knowledge of how the organization operates and the internal areas to work with to drive Palo Alto Networks specific programs to capture mindshare, build pipeline, and drive revenue
• Proven history of developing and executing strategic national partner-specific business plans and marketing campaigns
• Bachelor’s Degree or equivalent, MBA a plus
• 5+ years experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry and/or Cloud industry
• Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease
• Excellent executive communication and presentation skills
• Successful track record of exceeding performance objectives
• Understanding of channel operating models
• 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
• Capable of performing in a virtual team environment
• Negotiation and conflict resolution skills

Responsibilities

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• Establish executive level relationships between Palo Alto Networks and National Partners
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Create services based on our emerging and established technologies increasing revenue growth
• Provide clear and consistent communication across the region with your dedicated 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

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 $189000 - $275000/YR
• The offered compensation may also include restricted stock units and a bonus