National Channel Business Manager

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are 

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.  

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few! 

Job Description

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner. Your success in this role will span the creation and execution of national and localized business plans and measured primarily on the joint business executed. Do have experience of working at all levels of large strategic partner organizations, plus possess high discernment and approach to develop partnerships based on the long term, “outcome where everybody wins strategy? If so, we want you.

Palo Alto Networks National Channel organization is a strategic pillar for the organization’s continued growth and we are looking for a dynamic leader that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks relationships within our national partner ecosystem.

Your Impact

• 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

• Extensive experience working with CDW. Knowledge of how the organization operates and the internal areas to work with in order to drive Palo Alto Networks specific programs to capture mindshare, build pipeline, and drive revenue 

• Proven history or developing and executing on a strategic national partner specific business plans and marketing campaigns 

• 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

Qualifications

Your Experience

• Bachelor’s Degree or equivalent, MBA a plus

• 3+ 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