Sr. National Channel Business Manager

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!

Job Summary

Your Impact

• Drive results working with Regional Channel Business Managers, Channel
  SE’s, partner personnel, and ancillary stakeholders to drive growth as we scale
  the Optiv-Palo Alto Networks partnership.
  
• Develop and execute business plans & sales execution planning 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.
  
• Strong executive presence and relationships with Optiv Alliances, Sales, and
  Technical teams, and being able to build trust between Palo Alto Network and
  those teams at Optiv is critical to driving growth at scale with this
  partnership.
  
• Strong technical aptitude/acumen and the ability to simplify the message to
  drive platform adoption in the joint customer base.
  
• Extensive experience working with Optiv, leading teams, experience
  building Optiv services offerings, building out a partnership at a portfolio
  company, and with experience driving metrics-based performance at Optiv.
  
• 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

Qualifications

• Bachelor’s Degree or equivalent, MBA a plus
  
• 10+ years experience in 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, as well as 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, with the ultimate goal 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/com-missioned roles) is expected to be the annual range listed below. 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 trailblazers that dream big, 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 accommodations@paloaltonetworks.com.

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.

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