Channel Business Manager - Dell

Palo Alto Networks•Austin, TX

3d•$272,000 - $374,000•Remote

About The Position

The Channel Business Manager will manage Palo Alto Networks’ relationship with Dell to increase revenue, market share, and partnership depth. The role focuses on creating and executing national and localized business plans, with success measured primarily by joint business execution. The manager will work with regional channel business managers, channel sales engineers, Dell personnel, and other stakeholders to scale the partnership and support successful customer implementations and recommendations. The position requires building trusted relationships with Dell’s alliances, sales, and technical teams; communicating the value of Palo Alto Networks’ platform; and developing services and OEM offerings that support growth. The manager will lead business performance and relationship reviews with senior management and stakeholders, and provide consistent communication across the region.

Requirements

Bachelor’s degree or equivalent.
10 or more years of experience in Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry, and/or Cloud industry.
Ability to interface effectively with stakeholders from senior leadership to individual contributors.
Excellent executive communication and presentation skills.
Successful track record of exceeding performance objectives.
Understanding of channel operating models.
Knowledge of sales, marketing, and solution development.
Strong initiative, creative thinking, and excellent presentation, writing, and overall communication skills.
Consistent track record of leading complex sales situations through negotiation and conflict resolution.
Ability to perform in a virtual team environment.
Negotiation and conflict resolution skills.

Nice To Haves

MBA.
Experience working with Dell, leading teams, building Dell services and OEM offerings, building a partnership at a portfolio company, and driving metrics-based performance at Dell.

Responsibilities

Work with Regional Channel Business Managers, Channel SEs, partner personnel, and other stakeholders to grow the Dell–Palo Alto Networks partnership.
Develop and execute business plans and sales execution plans to maximize growth opportunities and position the partner to deliver successful customer implementations and recommendations.
Build executive relationships and trust with Dell Alliances, Sales, and Technical teams.
Communicate technical concepts clearly to drive platform adoption among joint customers.
Create services based on emerging and established technologies to increase revenue growth.
Provide clear and consistent communication across the region with dedicated partners.
Lead regular business performance and relationship reviews with senior management and stakeholders.