Channel Business Manager

8 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**

As a Regional Channel Business Manager, you will increase the productivity of the Enterprise, Commercial and Public Sector Channels in the Central region. You will also own the Channel and collaborate with peers for select Regional and National partners as well as aligning to SPs to drive the growth in Central aligned to the Central Sales leaders sales objectives and strategy.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change. but in general if a role is deemed office-based we want our teams to be together four days per week.

**Your Impact**
- Establish strategic alignment between sales and channel
- Serve as part of the Central executive leadership, aligned to the Central Sales Leaders and other stakeholders to become the trusted channel advisor
- Jointly define the reseller partner GTM plan and objectives to improve reach and efficiency and assure execution
- Collaborate in the roadmap and design of programs and marketing kits for consumption by the Channel
- Define the reseller financial proposition in Central and train field resources on standard methodologies to inspire field relationships
- Rationalize the Channel to isolate the key strategic Partners
- Set Regional / District / program focus / bookings goals for each
- Build contract alignment and contract return on investment
- Develop compliant partner incentives
- Build and execute Partner Business Plans while collaborating with National CBMs and Regional CBMs to incorporate objectives/goals in overall partner Business Plans - where needed
- Consistently drive priorities and programs into key partners at the executive level gain more lift/productivity
- Increase consumption/adoption of our use cases and sales plays
- Demonstrate Distribution for scale with Innovator partners
- Collaborate with RVPs/DSMs to ID additional strategic partners (inclusive of tech alliance, consultants, nontraditional partners) to recruit
- Use Distribution BI/MI to ID prospective partners and action Distribution to recruit/vet
- Align onboarding actions and partner development with preferred Distributor

**Qualifications**:
**Your Experience**
- Related technology work experience including significant knowledge and experience in Channel Sales
- Skilled in developing Partner/Territory business plans, building a partner/territory strategy, and the ability to measure success against key performance indicators and overall return on investment
- Proven experience influencing senior level partner executives and/or partner principles
- Strong leadership skills with the ability to develop and manage virtual sales teams
- Strong and effective communication - written, oral, and public presentation
- Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
- Experience with Salesforce Dashboards and Reports is a plus
- Experience with Google’s G Suite (Drive, Docs, Sheets, and Slides) is a plus

Additional Information
**The Team**

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with an ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.

**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.

All your information will be kept confidential according to EEO guideline

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