National Channel Business Manager

Palo Alto Networks•Manchester, NH

14d

About The Position

Your Career The National Channel Business Manager will be responsible for overseeing and driving our engagement and execution within Palo Alto Networks’ SLED (State, Local & Education) and Commercial sales segments through our National partners. You will focus on relationship management to achieve measurable results in increased revenue, market share, and depth within the National partner business. Success in this role includes creating and executing joint business plans, sales motions, and campaigns. You’ll be measured primarily on the business executed with National partners in the SLED & Commercial segment. You will work across all levels of partner and internal organizations, establishing strong executive alignment and building long-term, outcome-driven partnerships where everyone wins. If you thrive in a fast-paced environment, are experienced in strategic partner management, and can influence at scale, this role is designed for you. As the National Channel organization is a strategic pillar for the company’s growth, we’re seeking a dynamic contributor who thrives in a fast-paced environment and can play an integral role in strengthening our National partner relationships. Your Impact Develop and execute business plans that drive all aspects of the partner relationship, maximizing growth and ensuring partners can deliver successful customer outcomes Bring extensive experience working with National Partners Establish executive-level relationships between Palo Alto Networks and National Partners Leverage internal organizational knowledge to drive programs that build mindshare, pipeline, and revenue Demonstrate a proven history of creating and executing strategic, partner-specific business plans and marketing campaigns Collaborate effectively in a team environment to ensure partner and customer satisfaction Design compelling value propositions that inspire partners to promote our solutions Create services around emerging and established technologies to fuel revenue growth Provide clear, consistent communication across the region to build strong and aligned partnerships Lead regular business performance and relationship reviews with senior management and key stakeholders Build and maintain performance reports and activity dashboards Strategic Planning & Execution Develop and execute integrated channel strategies and territory plans supporting both SLED and Commercial GEOs. Create and manage customized partner business plans, driving all aspects of sales initiatives, enablement, pipeline creation, and revenue growth. Design compelling value propositions and partner plays that inspire alignment and drive preference for Palo Alto Networks solutions across both segments. Partner Relationship Management Manage a strategic set of SLED + Commercial segments, maximizing growth opportunities across both businesses. Establish and maintain executive-level relationships between Palo Alto Networks and National partner organizations. Ensure partner are well-positioned to deliver successful customer implementations and recommendations. Cross-Functional Leadership Navigate internal Palo Alto Networks teams (Sales, Marketing, Product, Channel Operations, etc.) to drive programs that increase mindshare, build pipeline, and accelerate joint sales motions. Work effectively within a highly collaborative team environment to ensure partner and customer satisfaction. Growth & Enablement Develop partner-specific initiatives tailored to SLED and Commercial priorities. Create services and offerings leveraging Palo Alto Networks technologies to expand partner capabilities and increase joint revenue. Communication, Reporting & Governance Provide clear, consistent, and proactive communication with partners, field teams, and leadership across regions. Lead regular business performance reviews with senior management and key stakeholders to drive accountability and shared success. Build, maintain, and analyze performance reports and activity dashboards to track progress, trends, and opportunities.

Requirements

Bachelor’s degree or equivalent; MBA or equivalent military experience is a plus
3+ years in Global Systems Integrator Business Management, Channel Management, or Business Development within enterprise software, network security, and/or cloud
Strong instincts and demonstrated ability to interface comfortably from senior leaders to individual contributors
Excellent executive communication and presentation skills
Proven track record of exceeding performance objectives
Understanding of channel operating models
Knowledge of sales, marketing, and solution development
Strong initiative, creativity, and outstanding written and verbal communication skills
Consistent success leading complex sales situations through negotiation and conflict resolution
Ability to perform in a virtual team environment
Strong negotiation and conflict resolution skills
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.

Responsibilities

Develop and execute business plans that drive all aspects of the partner relationship, maximizing growth and ensuring partners can deliver successful customer outcomes
Bring extensive experience working with National Partners
Establish executive-level relationships between Palo Alto Networks and National Partners
Leverage internal organizational knowledge to drive programs that build mindshare, pipeline, and revenue
Demonstrate a proven history of creating and executing strategic, partner-specific business plans and marketing campaigns
Collaborate effectively in a team environment to ensure partner and customer satisfaction
Design compelling value propositions that inspire partners to promote our solutions
Create services around emerging and established technologies to fuel revenue growth
Provide clear, consistent communication across the region to build strong and aligned partnerships
Lead regular business performance and relationship reviews with senior management and key stakeholders
Build and maintain performance reports and activity dashboards
Develop and execute integrated channel strategies and territory plans supporting both SLED and Commercial GEOs.
Create and manage customized partner business plans, driving all aspects of sales initiatives, enablement, pipeline creation, and revenue growth.
Design compelling value propositions and partner plays that inspire alignment and drive preference for Palo Alto Networks solutions across both segments.
Manage a strategic set of SLED + Commercial segments, maximizing growth opportunities across both businesses.
Establish and maintain executive-level relationships between Palo Alto Networks and National partner organizations.
Ensure partner are well-positioned to deliver successful customer implementations and recommendations.
Navigate internal Palo Alto Networks teams (Sales, Marketing, Product, Channel Operations, etc.) to drive programs that increase mindshare, build pipeline, and accelerate joint sales motions.
Work effectively within a highly collaborative team environment to ensure partner and customer satisfaction.
Develop partner-specific initiatives tailored to SLED and Commercial priorities.
Create services and offerings leveraging Palo Alto Networks technologies to expand partner capabilities and increase joint revenue.
Provide clear, consistent, and proactive communication with partners, field teams, and leadership across regions.
Lead regular business performance reviews with senior management and key stakeholders to drive accountability and shared success.
Build, maintain, and analyze performance reports and activity dashboards to track progress, trends, and opportunities.