Channel Business Manager

At Palo Alto Networks® everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. 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.

We take our mission of protecting the digital way of life seriously. Our values were crowdsourced by employees and are brought to life through each of us every day - from disruptive innovation and collaboration, to execution. As a member of our team, you will be shaping the future of cybersecurity.

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!

You will centre your role on relationship management to achieve measurable results in our public sector revenue, market share, and depth within each partner sales team at the assigned Partner Accounts. Your success in this role will span the creation and execution of unique business plans with each partner. You'll be measured primarily on the joint business executed with these strategic partners at the heart of the VAR, GSI & MSSP account teams.

You will collaborate with internal stakeholders, including Global / International Account Directors. Your focus will be on enhancing alignment between the sales teams at PAN+Partners and executing with excellence across account planning and pipeline management on all joint opportunities.

Equally, your responsibility will be to drive and develop our strategic partnership/engagement with each of your selected partners to elevate Palo Alto Networks to the partners' executive C-suite and gain trust, mindshare, and credibility.

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments.
• Develop/activate services based on our emerging and established technologies, increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale).
• Lead regular business performance and relationship reviews with senior management and various stakeholders.
• Build and maintain the activity of performance reports and activity dashboards.
• Work on your own initiative when it comes to partner development, solution creation, and garnering assistance across the business and partner.

Experience in Channel Management or Business Development roles within the enterprise software ecosystem and network security industry.

Significant experience working with Public Sector focused partners, to include Kyndryl, Capgemini, Atos, Fujitsu, Accenture and others.

Understanding and experience of Public Sector Go-To-Market strategies, across both local and central government levels.

Knowledge of sales, marketing, and solution development.

Consistent track record of leading complex sales situations through negotiation and conflict resolution.

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

We’re problem solvers that take risks and challenge cybersecurity’s status quo. 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.

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.