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For Companies At a Glance
- Tasks: Lead sales engagement with distributors and drive business performance.
- Company: Join Palo Alto Networks, a leader in cybersecurity innovation.
- Benefits: Enjoy flexible wellbeing programs, mental health resources, and personalised learning opportunities.
- Why this job: Shape the future of cybersecurity while collaborating with diverse teams in a dynamic environment.
- Qualifications: Experience in distribution management and strong communication skills are essential.
- Other info: We celebrate diversity and are committed to providing reasonable accommodations.
The predicted salary is between 43200 - 72000 ÂŁ per year.
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.
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 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!
Job Description
Your Career
The Distribution Business Manager will drive our entire Sales & Channels engagement with distributor across entire NextWave partner ecosystem. You will be responsible for working with large national distributors to build 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 Palo Alto Networks global, theatre, and regional priorities and strategies. You will manage the overall relationship with two large Palo Alto Networks distributors. You will also be responsible for the overall business execution and performance management with the distributors.
You will also play a significant role in driving PANW business through Distribution Managed Partners (DMP).
Your Impact
- Scheduling, preparing and leading recurring Business Review meetings (QBRs) three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management.
- Meet with Distributors in the first two weeks of the quarter to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for the new quarter
- Lead monthly call update distributor to cover relevant new company information or content provided in the previous month. Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates
- Increasing distributor’s CPQ quoting utilization. Provide adequate training. Monitor and share CPQ utilization statistics with distributors on a monthly basis.
- Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor on plans to address gaps in Partner requirements and to make a decision on up-leveling, downgrading, or off-boarding these Partners
- Work closely with the Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs.
- Responsible for building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events
- F2F presentation to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions
- Responsible for forwarding pertinent company and industry emails to distributors. Emails received from WW/HQ/EMEA that are appropriate for external audiences.
- Facilitate cadence of “Peering” between local management teams
- Facilitate local Sales team engagement with Distribution
- Each distributor is invited to make a presentation to the PANW Sales organization during a weekly Sales meeting at least 1 time per quarter
Qualifications
Your Experience
- Distribution orchannel management experience
- Channel sales management experience in vendor environments
- Program Management or BU Management or close work in channel programs projects
- Working knowledge and experience selling technology solutions to mid-market and SMB customers
- Ability to develop complex partner and territory plans and strategies
- Skilled in developing business plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investment (ROI)
- Confirmed experience influencing senior level partner executives
- Strong presentation and leadership skills and the ability to describe market transitions and develop and lead virtual sales teams.
- Proven ability to communicate effectively and professionally (verbal and written) with customers and collaborate with a variety of organizations.
- Strong time management, organizational, and negotiation skills
- Professional IT Sales and business development experience
- An effective oral and written communicator – clear and concise
- Adequate public speaking skills
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 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 ataccommodations@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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Distribution Business Manager employer: Palo Alto Networks
Contact Detail:
Palo Alto Networks Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Distribution Business Manager
✨Tip Number 1
Familiarise yourself with Palo Alto Networks' mission and values. Understanding their commitment to cybersecurity and innovation will help you align your discussions and demonstrate how your experience can contribute to their goals.
✨Tip Number 2
Network with current employees or industry professionals who have experience in distribution or channel management. Engaging in conversations can provide insights into the company culture and expectations, which can be invaluable during interviews.
✨Tip Number 3
Prepare to discuss specific examples of how you've successfully managed distributor relationships in the past. Highlighting your achievements in driving sales and improving partner performance will showcase your suitability for the role.
✨Tip Number 4
Stay updated on the latest trends in cybersecurity and channel sales. Being knowledgeable about current market dynamics will allow you to engage in meaningful conversations and demonstrate your expertise during the interview process.
We think you need these skills to ace Distribution Business Manager
Some tips for your application 🫡
Understand the Role: Before applying, make sure to thoroughly read the job description for the Distribution Business Manager position. Understand the key responsibilities and qualifications required, and think about how your experience aligns with these.
Tailor Your CV: Customise your CV to highlight relevant experience in distribution or channel management. Use specific examples that demonstrate your skills in developing business plans, managing relationships, and achieving KPIs.
Craft a Compelling Cover Letter: Write a cover letter that not only outlines your qualifications but also reflects your understanding of Palo Alto Networks' mission and values. Show enthusiasm for the role and explain why you are a great fit for their team.
Proofread Your Application: Before submitting, carefully proofread your CV and cover letter for any spelling or grammatical errors. A polished application reflects attention to detail and professionalism, which is crucial for this role.
How to prepare for a job interview at Palo Alto Networks
✨Understand the Company Mission
Before your interview, make sure you fully grasp Palo Alto Networks' mission and vision. They are focused on being the cybersecurity partner of choice, so be prepared to discuss how your values align with theirs and how you can contribute to their mission.
✨Showcase Your Channel Management Experience
Highlight your previous experience in distribution or channel management. Be ready to provide specific examples of how you've successfully managed relationships with distributors and driven business performance in similar roles.
✨Prepare for Business Review Scenarios
Since the role involves leading Business Review meetings, practice discussing how you would prepare for and conduct these meetings. Think about how you would present quarterly results and set new targets, as well as how to engage cross-functional teams effectively.
✨Demonstrate Strong Communication Skills
Effective communication is key in this role. Prepare to showcase your verbal and written communication skills during the interview. You might be asked to present a mock scenario or explain complex ideas clearly, so practice articulating your thoughts concisely.
