National Channel Business Manager - job 1 of 5

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 that 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!

Your Career

The Channel Business Manager will be responsible for overseeing and driving our engagement & execution within Palo Alto Networks Commercial segment through our National partners. You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the National partner business. Your success in this role will span the creation and execution of unique business plans, sales motions, and campaigns. You’ll be measured primarily on the joint business executed with National partner Commercial business. The Palo Alto Networks National Channel organization is a strategic pillar for the organization’s continued growth, and we are looking for a dynamic contributor who thrives in a fast-paced working environment and can play an integral role in driving Palo Alto Networks relationships within the National partners.

Do you have experience working with strategic partner organizations and possess the ability to develop partnerships based one long-term “outcome where everybody wins strategy? If so, we want you.

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 National Partners
• Establish executive level relationships between Palo Alto Networks and National Partners
• Knowledge of how the organization operates and the internal areas to work with to drive Palo Alto Networks specific programs to capture mindshare, build pipeline, and drive revenue
• Proven history of developing and executing 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

Your Experience 

• Bachelor’s Degree or equivalent, MBA a plus or equivalent military experience required
• 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

The Team

Our National Channel team is an elite group of hand-selected individuals driving our relationship with numerous strategic partners. This focused and experienced team works directly with our partner counterparts, internally and externally, to run our joint business plan. This role will be critical to ensuring we execute on time and on plan.

Channel development is an extension of the territory sales team, aiming to train and enable our channel partners to become empowered in the use and sales of our solutions.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $189000/YR - $259500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Motor-Vehicle Requirement: 
This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so.  If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.