Sr. National Channel Business Manager
About The Position
The Sr. National Channel Business Manager will help scale the Optiv–Palo Alto Networks partnership by driving growth with Regional Channel Business Managers, Channel SEs, partner personnel, and other stakeholders. The role develops and executes business plans and sales execution plans across the partner relationship, maximizes growth opportunities, and helps ensure the partner can deliver successful customer implementations and recommendations. The position requires building strong relationships with Optiv and Palo Alto Networks leadership, sales, alliances, and technical teams. The manager will simplify technical messaging to drive platform adoption, develop services based on emerging and established technologies, communicate consistently with dedicated partners, and lead business performance and relationship reviews with senior management and stakeholders. This role is remote and works with a national channel team that coordinates joint business plans with strategic partners. Channel development extends the territory sales team’s work by training and enabling partners to use and sell Palo Alto Networks solutions. The role may require travel to business meetings and events; reliable transportation is required, and anyone driving for company business must maintain a valid driver’s license.
Requirements
- Bachelor’s degree or equivalent.
- 10+ years of experience in Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry, and/or Cloud industry.
- Excellent instincts and ability to interface effectively with senior leadership through individual contributors.
- Excellent executive communication and presentation skills.
- Successful track record of exceeding performance objectives.
- Understanding of channel operating models.
- Knowledge of sales, marketing, and solution development.
- Strong initiative and creative thinking, with excellent presentation, writing, and overall communication skills.
- Consistent track record of leading complex sales situations through negotiation and conflict resolution.
- Ability to perform in a virtual team environment.
- Negotiation and conflict resolution skills.
- Reliable transportation for travel to and from company business meetings and events; a valid driver’s license is required if driving in connection with company business.
Nice To Haves
- MBA.
- Experience working with Optiv, leading teams, building Optiv services offerings, building a partnership at a portfolio company, and driving metrics-based performance at Optiv.
Responsibilities
- Drive growth in the Optiv–Palo Alto Networks partnership in collaboration with Regional Channel Business Managers, Channel SEs, partner personnel, and other stakeholders.
- Develop and execute partner business plans and sales execution plans to maximize growth and support successful customer implementations and recommendations.
- Build and maintain executive relationships across partner alliances, sales, and technical teams, and establish trust between Palo Alto Networks and Optiv.
- Use technical aptitude to simplify messaging and drive platform adoption among joint customers.
- Create services based on emerging and established technologies to increase revenue growth.
- Provide clear and consistent communication with dedicated partners across the region.
- Lead regular business performance and relationship reviews with senior management and stakeholders.
- Help ensure the joint business plan is executed on time and as planned.
- Train and enable channel partners in the use and sale of Palo Alto Networks solutions.
Benefits
- The compensation may include restricted stock units and a bonus.
- Employee benefits are referenced in the posting, but specific benefits are not listed.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
