Senior Channel Business Manager

Summary

Join Palo Alto Networks® as a Channel Account Manager and focus on relationship management to achieve measurable results in public sector revenue and market share. You will create and execute unique business plans with each partner, collaborating with internal stakeholders. Your experience across all channel routes to market (VAR, GSI, SP, CSP, and distribution) is essential, along with strong existing relationships. You will enhance alignment between PAN and partner sales teams, drive strategic partnerships, and elevate Palo Alto Networks within partner executive suites. The role involves developing and executing business plans, ensuring partner and customer satisfaction, and designing compelling value propositions. You will also lead regular business performance reviews and build performance reports.

Requirements

• Experience in Channel Management or Business Development roles within the enterprise software ecosystem and network security industry
• Significant experience working with Public Sector focused partners, to include Kyndryl, Capgemini, Atos, Fujitsu, Accenture and others
• Understanding and experience of Public Sector Go-To-Market strategies, across both local and central government levels
• Understanding of SP & GSI 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

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
• Work on your own initiative when it comes to partner development, solution creation, and garnering assistance across the business and partner

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees
• Mental and financial health resources
• Personalized learning opportunities