National Channel Business Manager

Palo Alto Networks • Burbank, MO

1d • Remote

About The Position

As the National Channel Business Manager for WWT/Softchoice, you will oversee and drive engagement and execution for the Public Sector. The role focuses on strategic relationship management to achieve measurable revenue growth, market share, and greater depth within the partner’s business. You will create and execute joint business plans, sales motions, and campaigns to build a long-term, outcome-driven partnership. This is a remote role, with hybrid teams collaborating across geographies.

The position involves developing channel strategy, managing partner growth, aligning channel, sales, and technical teams, and using data and partner engagement to identify opportunities and improve execution. You will also build partner-facing value propositions, maintain regular communications and performance reviews, and create reports and dashboards to track results. Travel to and from company business meetings and events may be required; reliable transportation is needed, and anyone driving for company business must maintain a valid driver’s license.

Requirements

• At least 5 years of experience in channel management supporting mixed sales segment territories.
• Background in Channel Sales for Public Sector (Federal or SLED).
• Understanding of channel operating models.
• Knowledge of sales, marketing, and solution development.
• Consistent track record of leading complex sales situations through negotiation and conflict resolution.
• Proven track record of exceeding performance objectives.

Nice To Haves

• Strong initiative and creative thinking.
• Experience working with WWT or Softchoice in a national channel capacity.
• Excellent presentation, written, and overall communication skills.
• Demonstrated ability to interface comfortably with stakeholders from senior leaders to individual contributors.
• Ability to perform effectively in a virtual team environment.
• Strong negotiation and conflict resolution skills.

Responsibilities

• Develop and execute a channel strategy to support a mix of sales segments in the territory.
• Manage WWT/Softchoice to maximize growth opportunities.
• Drive Public Sector business growth with WWT/Softchoice by aligning channel, sales, and technical teams to execute joint business plans and scale opportunities.
• Cultivate partner relationships to ensure partners are well-positioned to deliver successful customer implementations.
• Diagnose root causes using data analysis and direct partner engagement, co-develop focused engagement strategies aligned with high-growth opportunities, introduce repeatable campaigns such as 47-Day Readiness and SPARK, and leverage install-base data for targeted account-based campaigns.
• Design a compelling value proposition that inspires partners to promote company solutions.
• Provide clear and consistent communication with dedicated partners to build strong partnerships.
• Lead regular business performance and relationship reviews with senior management and stakeholders.
• Build and maintain activity performance reports and dashboards to track results.

Benefits

• The compensation may include restricted stock units and a bonus.
• A description of employee benefits is available through the company’s benefits information.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed