CSP Channel Business Manager, AWS

Palo Alto Networks • Office - USA - CA - Headquarters, CA

1d • $225,000 - $309,000 • Onsite

About The Position

The Senior CSP CBM is a critical member of the Cloud Service Provider (CSP) alliance team, specifically assigned to AWS to cover the West Coast territory. This position is responsible for providing leadership, management, and strategy for the "sell-with"/go-to-market (GTM) engagement and all joint activities with AWS across the region. The Senior CSP CBM will handle a diverse range of responsibilities to ensure deep leverage and consistent engagement with AWS. Your primary goal is to drive AWS led customer engagements, build qualified pipeline, and accelerate cloud bookings that meet and exceed quotas. Serving as a central conduit, you will coordinate sales activities and manage engagement between the Palo Alto Networks sales organization and AWS in the West.

Requirements

• BA/BS degree (or equivalent work experience / military experience)
• 10+ years of experience in Sales Leadership, Cloud Alliances, Account Management, or Channel Management.
• Proven track record of managing large, global, or strategic enterprise accounts.
• Direct experience working for, or closely partnering with, Cloud Service Providers (CSPs)—specifically AWS (Azure and GCP experience is a strong plus).
• Demonstrated history of managing quota-bearing sales, business development, or channel teams to hit and exceed aggressive growth targets.
• Demonstrated ability to influence, collaborate, and thrive within a complex, virtual, and highly matrixed organizational structure.
• Proven ability to multitask and manage a myriad of complex disciplines, priorities, and tasks in a high-pressure, time-sensitive environment.
• Advanced presentation, written, and verbal communication skills. Demonstrated ability to seamlessly tailor messaging for audiences ranging from regional sales reps and AWS Partner Sales Managers (PSMs) to C-suite executives.
• A proven track record of operating effectively in a high-visibility environment, maintaining a high degree of responsiveness to time-sensitive executive requests.
• A "whatever it takes" attitude and an intrinsic motivation to do what is necessary to support the field, unblock roadblocks, and win business.
• Extensive experience selling with, through, or managing channel partners.
• This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

Nice To Haves

• Direct experience with channel and alliance programs (e.g., AWS Marketplace, ISV Accelerate) is highly preferred.
• Proven ability to build and scale co-sell motions with AWS.
• Strong executive presence with the ability to command a room, whether delivering a QBR or training regional sales team.

Responsibilities

• Act with a "CEO of the Territory" mindset, taking full ownership of reporting accuracy, partner sentiment, and executive-level updates for the West Coast.
• Maintain a real-time, data-driven view of the territory’s health, leveraging metrics to optimize pipeline generation.
• Demonstrate a deep understanding of AWS go-to-market strategies, including co-selling, strategic planning, goal setting, channel programs, marketing campaigns, strategic events, and funnel management.
• Maintain consistent interaction and engagement with West Coast customers, strategic vendors, channel partners, and other third parties to drive net-new pipeline through "sell-with" activities with AWS.
• Contribute to the broader Palo Alto Networks Public Cloud strategy outside of day-to-day regional activities, lending subject matter expertise to company-wide enablement and initiatives.

Benefits

• The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior