Distribution Business Manager

6 months ago

Toronto, Canada Palo Alto Networks Full time

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.

**Job Description**:
**Your Career**

The Canadian Distribution Business Manager will drive our entire Sales & Channel engagement with distributors across the entire NextWave partner ecosystem in Canada. You are responsible for working with large national distributors to build an annual business plan within 30 days of the close of each fiscal year-end. Specifically defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies in each year based on the Palo Alto Networks’ Canadian priorities and strategies. You will also be responsible for the overall business execution and performance management with the distributors and their distribution managed partners in Canada.

**Your Impact**
- Building a growth plan and associated goals for our distribution-led partners in Canada in collaboration with sales and channel leadership
- Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) at least three times per year with a cross-functional audience including Sales Management, Channel Management, Marketing, Services, SE team, and extended functional members supporting Canada
- Meet with Distributors regularly to update the annual business plan based on ongoing results and realign targets, objectives, and activities as needed
- Provide necessary data and reports to distributors to set plan targets and execute KPIs
- Regularly share important SFDC reports with Distributors
- Lead regular calls with distributors to cover relevant new company information or content - Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates
- Increase the distributor’s quoting utilization and low touch sales - Provide adequate training - Monitor and share quoting utilization statistics with distributors on at least a monthly basis
- Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with distributors on plans to address gaps in Partner requirements and to make the decision on up-leveling, downgrading, or off-boarding Partners
- Work closely with the Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs
- Building and monitoring plans with distributors to drive attendance to important Palo Alto Networks national, regional, and local events
- Give a F2F presentation to distributors as needed for product updates, business opportunities, and best practices from other regions
- Facilitating local Sales team engagement with Distribution
- Each distributor is invited to make a presentation to PANW Sales organization during a weekly Sales meeting (at least 1 per quarter)
- Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team - proactively schedule sales activities onsite between Inside Sales and Distributors
- Facilitating cadence of “Peering” between local management teams
- Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakes
- Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly
- Handle (solve or escalate) all escalations related to day-to-day order processing and Distributor Credit situations
- Be onsite (when able) at a local distributor at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all orders
- Keep a close view of the open Pipeline on a weekly basis - Use Clari to understand which deals are coming in each week/month/quarter and work proactively with distributors to ensure all orders are closed and processed by their committed Close Date

**Qualifications**:
**Your Experience**
- 5+ years of distribution or channel management experience
- 2+ years of channel sales management experience in vendor environments
- 2+ years of Program Management or BU Management or close work in c

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