Sr. 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. 
We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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. 

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Our Approach to Work 

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

*Candidates MUST live within a commutable distance to the Greater New York City area.

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 you 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 Global Systems Integrators (GSIs), National Partners (i.e Presidio, WWT, Optiv, etc.) , Service Providers, Cloud Service Providers (CSPs). 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

• 10+ 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 initiati