Channel Business Manager, IBM North America Alliance

Palo Alto Networks•New York City, NY

1d•Remote

About The Position

The Channel Business Manager, IBM North America Alliance role focuses on relationship management with IBM to increase revenue, market share, and partnership depth. The role creates and executes regional business plans with IBM and is measured primarily on joint business executed and sold with IBM. The position works across all levels of partner organizations and emphasizes long-term partnerships and outcomes that benefit both parties. The role is remote, with teams collaborating across geographies.

Requirements

At least 5 years of experience in channel management supporting mixed sales segment territories.
Understanding of channel operating models.
Knowledge of sales, marketing, and solution development.
Strong initiative and creative thinking.
Excellent presentation, writing, and overall communication skills.
A consistent track record of leading complex sales situations through negotiation and conflict resolution.
Forecasting and follow-through skills.
Ability to cultivate lasting relationships.

Responsibilities

Develop and execute channel strategy for the territory, supporting a mix of sales segments.
Manage the IBM relationship across key regions in North America.
Create territory plans that drive sales initiatives supporting business goals.
Develop partner relationships to maximize growth opportunities and position IBM to deliver successful customer implementations and recommendations.
Work within a matrixed team to support partner and customer satisfaction.
Design a compelling value proposition that inspires partners to promote Palo Alto Networks solutions.
Communicate clearly and consistently with IBM and Palo Alto Networks across the region.
Lead regular business performance and relationship reviews with senior management and stakeholders.
Build and maintain performance reports and activity dashboards.
Develop and maintain leadership relationships in the respective regions for IBM and Palo Alto Networks.