Channel Account 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.

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

Your Career

The Palo Alto Networks Channel Account Manager (CAM) has the primary responsibility of working with a strategic set of solution provider partners in territory, who want to resell and service customers that want to engage specialized experts for their cybersecurity needs. The CAM will work with the partners to drive bookings and pipeline performance in the Commercial segment, mainly SMB and MM, as well as help the partners along a capabilities and engagement path of specialization. The CAM will utilize resources from the Distributors to augment Palo Alto Networks resources, such as pre-sales engineers, marketing support, and service offerings. The CAM will work on a team that is a liaison between the Palo Alto Networks Channel Business Manager (CBM) team and all of our Distributor Channel and Business Development teams. The CAM will be aligned with our SMB and MM sales organization.

Your Impact

• Manage, develop and maintain strong, successful relationships with the Ecosystem, our Distributors, Palo Alto Networks sales, technical and services teams, and key end-user customers for continued business growth
• Educate and motivate partners to grow Palo Alto Networks share of business in their product and services category for SMB and Commercial MM
• Help build a joint business territory plan, with real action plans and a regular cadence of business performance and relationship reviews and KPI targets around pipeline and bookings
• Manage MDF funds for their solution provider partners for enablement and demand generation activities that drive Palo Alto Networks initiatives, such as new logos and pipeline generation in the SMB and Commercial MM segment
• Handle (solve or escalate) all escalations related to day-to-day for the SMB and MM Sales teams with your focus group of solution provider partners
• Maximize Focus Partner impact - Make Palo Alto Networks the CyberSecurity partner of choice
• Measures of success for this position - creation of comprehensive GTM partner plan for SMB and Commercial MM, field demand generation activity execution for net new logos, partner-led pipeline creation, and bookings goal attainment

Qualifications

Your Experience

• Channel or Distribution management experience, and/or sales experience collaborating closely with partners to drive growth 
• Program Management or BU Management or close work in channel programs projects
• Understanding of channel operating models
• Self-motivated, proactive communication around projects or anticipated escalations
• Working knowledge and experience selling technology solutions 
• Skilled in developing business or territory plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investments (ROI)
• Proven experience influencing partner/distributor actions 
• Strong presentation, public speaking skills 
• Proven ability to communicate effectively and professionally (verbal and written) 
• Strong time management and organizational skills 
• Professional IT Sales and business development experience
• Consistent track record of leading complex sales and channel situations through negotiation and conflict resolution

Additional