CSP Channel Business Manager, AWS

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

The Senior CSP CBM is a critical member of the Cloud Service Provider (CSP) alliance team, specifically assigned to AWS to cover the West Coast territory. This position is responsible for providing leadership, management, and strategy for the "sell-with"/go-to-market (GTM) engagement and all joint activities with AWS across the region.

The Senior CSP CBM will handle a diverse range of responsibilities to ensure deep leverage and consistent engagement with AWS. Your primary goal is to drive AWS led customer engagements, build qualified pipeline, and accelerate cloud bookings that meet and exceed quotas. Serving as a central conduit, you will coordinate sales activities and manage engagement between the Palo Alto Networks sales organization and AWS in the West.

Reporting & Collaboration

• Direct Report: Director of Sales, AWS North America.

• Dotted-Line Collaboration: Requires consistent communication and alignment with Sales leadership, Business Development, Marketing, Channels, Inside Sales, and Product Marketing/Development.

• Subject Matter Expertise: Act as the ultimate knowledge expert on all aspects of AWS, frequently presenting at QBRs, executive meetings, training sessions, and regional events.

Qualifications

Key Responsibilities

• Territory Ownership: Act with a "CEO of the Territory" mindset, taking full ownership of reporting accuracy, partner sentiment, and executive-level updates for the West Coast.

• Analytical Rigor: Maintain a real-time, data-driven view of the territory’s health, leveraging metrics to optimize pipeline generation.

• Strategic GTM Execution: Demonstrate a deep understanding of AWS go-to-market strategies, including co-selling, strategic planning, goal setting, channel programs, marketing campaigns, strategic events, and funnel management.

• Ecosystem Engagement: Maintain consistent interaction and engagement with West Coast customers, strategic vendors, channel partners, and other third parties to drive net-new pipeline through "sell-with" activities with AWS.

• Global Cloud Strategy Contribution: Contribute to the broader Palo Alto Networks Public Cloud strategy outside of day-to-day regional activities, lending subject matter expertise to company-wide enablement and initiatives.

Qualifications & Expectations

Strategic Impact: This role is regarded as highly strategic to Palo Alto Networks' overall CSP initiatives. The successful candidate must possess a proven track record of influencing complex matrixed organizations and executing high-growth sales strategies.

• Deep familiarity with the West Coast technology ecosystem and AWS leadership/sales structures in the region.

• Proven ability to build and scale co-sell motions with AWS.

• Strong executive presence with the ability to command a room, whether delivering a QBR or training regional sales team

• Education: BA/BS degree (or equivalent work experience / military experience)

• Sales Leadership: 10+ years of experience in Sales Leadership, Cloud Alliances, Account