Director of Global Distribution Business Operations
About The Position
The Director of Global Distribution Business Operations will serve as a strategic and operational leader responsible for scaling and optimizing business functions across product, channel and sales operations within the cybersecurity hardware and software market. This role will drive operational efficiencies, partner engagement, distributor digital platform integration, and business analytics initiatives. The Director of Distribution Business Operations will play a critical role leading the evolution, development and delivery of our Distribution Stocking program as well as other strategic initiatives across our distributor landscape such as digital eCommerce and business platform integrations. This individual will work closely with cross-functional teams — including Product Development, Sales, Marketing, Finance, Customer Success, IT infrastructure, Partner Programs and Operations — to optimize processes, manage resources, drive operational efficiency, and ensure alignment between business strategy and execution. Additionally, this individual will leverage business analytics for smarter decision-making within Palo Alto Networks. This position relies on an understanding of program management, sales, operations, various routes to market (distributors, resellers, system integrators, service providers, technology partnerships, etc.), as well as experience in providing innovative end-to-end sales enablement solutions. The ideal candidate is a results-driven operator who can work with cross-functional teams, develop scalable processes, and translate business data into actionable strategies — all while working closely with ecosystem distributors to maximize growth.
Requirements
- BA/BS degree or higher in Business Administration or similar field or equivalent military experience required
- 10+ years of partner, channel or sales experience
- Deep knowledge of Channel selling models and Distributor business processes
- Experience working with and communicating to IT distributors
- Experience with developing training tools, incentives and resources
- Excellent communication and interpersonal skills, with the ability to engage effectively at all organizational levels
- Cross-functional collaboration skills to drive results
- Attention to detail and strong project management skills
- Possess solid understanding of channel and go-to-market strategy
- Demonstrated ability to swiftly grasp new concepts or adapt with a growth mindset
- Proven problem solver
- Excellent time management
Responsibilities
- Manage Distribution stocking program: lead program execution with our distributors, acting as the liaison for all sales-related elements related to the program. Enable new distributor onboarding - materials, training, processes and procedures, initiating agreements/contracts, etc. Lead program design and manage projects to implement changes within Palo Alto Networks’ systems
- Distributor marketplace optimization: Lead efforts to launch and grow our presence on key Distributor Marketplaces. Collaborate with internal and Distributor departments to expand awareness and revenue via these marketplaces. Manage and execute related projects
- Process Optimization and System Implementation: Understand the Palo Alto Networks’ business and system processes, identify gaps and inefficiencies as they relate to optimizing for Distributor and channel best practices; lead initiatives to streamline workflows, improve speed to market within the channel, and facilitate channel autonomous selling
- Strategic Planning and Execution: Collaborate with leadership to develop and implement business strategies that support channel-led business growth, operational excellence, and partner velocity
- Cross-Functional Leadership: Partner with product, IT, sales, marketing, and ecosystem channel teams to ensure seamless program launches, partner enablement, and operational alignment
- Business Analytics and Reporting: Lead the development of dashboards, KPIs, and data-driven insights to track operational health, Distributor performance, and market opportunities. Identify trends, growth opportunities, and areas for improvement and efficiency. Translate data-driven insights into actionable strategies that drive efficiency, growth, and profitability
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
5,001-10,000 employees
