Senior Channel Business Manager

Summary

Join Palo Alto Networks as a Channel Manager or Business Development professional, focusing on relationship management to achieve revenue, market share, and depth within GSI partner sales teams. You will create and execute unique business plans with each GSI partner, measured primarily on joint business execution. Collaborate with internal stakeholders, including Global/International Account Directors. Your experience across GSI routes to market is essential, requiring navigation of the entire channel and existing relationships. Enhance alignment between PAN+GSI sales teams, executing account planning and pipeline management. Drive strategic partnership engagement, elevating Palo Alto Networks to partner executive C-suites.

Requirements

• Experience in Channel Management or Business Development roles within the enterprise software ecosystem and network security industry
• Significant experience working with GSI partners to include Kyndryl, Accenture and NTT
• Understanding and experience of GSI Go-To-Market strategies
• Understanding of 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
• Own revenue targets across Kyndryl, Accenture and NTT
• 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