SLED Channel Business Manager

Palo Alto Networks • San Francisco, CA

5d • Remote

About The Position

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary The Channel Business Manager (CBM) is responsible for developing and executing a comprehensive channel strategy aligned to a defined geographic territory supporting the State, Local, and Education (SLED) sales segment. This role drives partner engagement, revenue growth, and strategic alignment across assigned sales districts. Managing and growing a strategic portfolio of channel partners across multiple sales districts to accelerate pipeline development and bookings performance. Building and executing territory plans that align partner capabilities with key sales initiatives and overall business objectives. Cultivating executive-level partner relationships to maximize growth opportunities and ensure partners are well-positioned to deliver successful customer outcomes. Designing and articulating compelling value propositions that motivate partners to promote and prioritize solutions within the SLED market. Leading regular business reviews with partner leadership and internal stakeholders to drive accountability, performance alignment, and long-term strategic planning. Maintaining clear, consistent communication across regional sales and partner teams to strengthen collaboration and execution. Leveraging performance dashboards, reporting tools, and data insights to monitor progress, identify whitespace opportunities, and inform strategic decision-making. Operating effectively within a highly matrixed team environment to ensure strong partner engagement and customer satisfaction. Willingness and ability to travel regularly within the assigned territory (minimum of two weeks per month) to support in-market partner engagement, joint customer meetings, strategic planning sessions, and regional events. Territory Coverage: California, Nevada, Oregon, Washington, Montana, Idaho, and Alaska.

Requirements

• Bachelor's degree with 8 years of experience or Master's degree with 6 years of experience or PhD with 3 years of experience
• Proven experience in channel sales or partner management within the SLED (State, Local, and Education) sector.
• Demonstrated ability to develop and execute joint business plans with partners.
• Track record of driving revenue growth and increasing market share through partner channels.

Nice To Haves

• Experience working with all levels within partner organizations.
• Strong understanding of channel-reliant sales motions.
• Excellent communication and presentation skills.
• Preferred Location: Ideal candidates will be based in or near the Sacramento, San Francisco Bay Area, or Los Angeles markets to effectively support in-territory partner engagement and regional business activities.

Responsibilities

• Developing and executing a comprehensive channel strategy aligned to a defined geographic territory supporting the State, Local, and Education (SLED) sales segment.
• Driving partner engagement, revenue growth, and strategic alignment across assigned sales districts.
• Managing and growing a strategic portfolio of channel partners across multiple sales districts to accelerate pipeline development and bookings performance.
• Building and executing territory plans that align partner capabilities with key sales initiatives and overall business objectives.
• Cultivating executive-level partner relationships to maximize growth opportunities and ensure partners are well-positioned to deliver successful customer outcomes.
• Designing and articulating compelling value propositions that motivate partners to promote and prioritize solutions within the SLED market.
• Leading regular business reviews with partner leadership and internal stakeholders to drive accountability, performance alignment, and long-term strategic planning.
• Maintaining clear, consistent communication across regional sales and partner teams to strengthen collaboration and execution.
• Leveraging performance dashboards, reporting tools, and data insights to monitor progress, identify whitespace opportunities, and inform strategic decision-making.
• Operating effectively within a highly matrixed team environment to ensure strong partner engagement and customer satisfaction.
• Willingness and ability to travel regularly within the assigned territory (minimum of two weeks per month) to support in-market partner engagement, joint customer meetings, strategic planning sessions, and regional events.

Benefits

• Compensation offered for this position will depend on qualifications, experience, and work location.
• 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