Channel Business Manager - Dell

Palo Alto Networks•Austin, TX

2d•Remote

About The Position

Palo Alto Networks is seeking a Channel Business Manager to grow and strengthen its national partnership with Dell. The role focuses on relationship management and measurable growth in revenue, market share, and partnership depth. Success is measured primarily by joint business executed through the creation and delivery of national and localized business plans. The role works with Regional Channel Business Managers, Channel SEs, Dell personnel, and other stakeholders to scale the Dell–Palo Alto Networks partnership. It requires building trusted relationships across Dell’s alliances, sales, and technical teams; supporting successful customer implementations and recommendations; and communicating the value of Palo Alto Networks’ platform in a clear, accessible way. The manager will also develop services around emerging and established technologies, lead performance and relationship reviews with senior stakeholders, and coordinate consistently with partners across the region. The position is remote and involves collaboration across a hybrid, geographically distributed organization. Travel to and from company business meetings and events may be required; reliable transportation is required, and anyone driving for company business must maintain a valid driver’s license. Immigration sponsorship is not available.

Requirements

Bachelor’s degree or equivalent.
10+ 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 ranging from senior leadership to individual contributors.
Strong executive communication and presentation skills.
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, written, and overall communication skills.
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.
Reliable transportation for travel to and from company business meetings and events; a valid driver’s license is required if driving in connection with company business.

Nice To Haves

MBA.
Extensive experience working with Dell.
Experience leading teams.
Experience building Dell services and OEM offerings.
Experience building a partnership at a portfolio company.
Experience driving metrics-based performance at Dell.
Strong technical aptitude or acumen.

Responsibilities

Work with Regional Channel Business Managers, Channel SEs, partner personnel, and other stakeholders to drive growth in 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 trusted relationships with Dell alliances, sales, and technical teams and strengthen collaboration between Dell and Palo Alto Networks.
Communicate technical value in a clear and simplified way to drive platform adoption among joint customers.
Develop 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.