Our MissionAt Palo Alto Networks® everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are. FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about. Our Approach to Work At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!Your CareerYou will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner. Your success in this role will span the creation and execution of national and localized business plans and measured primarily on the joint business executed. Do have experience of working at all levels of large strategic partner organizations, plus possess high discernment and approach to develop partnerships based on the long term, “outcome where everybody wins strategy? If so, we want you.Palo Alto Networks National Channel organization is a strategic pillar for the organization’s continued growth and we are looking for a dynamic leader that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks relationships within our national partner ecosystem.Your ImpactPartner Strategy (20%):
Collaborate with DBMs and CAMs to identify and select 4-6 high-impact partners for each of the 17 Commercial districts
Develop an overall partner co-selling strategy with account and ecosystem teams and define territory plans
Work with account teams to identify high-value mid-market accounts (12k) for collaborative, high-touch sales with partner teams
Support DBMs and CAMs in creating customized Partner Plans to scale the high-volume SMB segment (54k accounts) through distributors & e-commerce
Execution & Accountability (40%):
Secure alignment on Partner Plans through standardized templates, kickoff meetings and resolve roadblocks
Facilitate regular meetings with partners & account teams to share progress, address issues and ensure action item completion
Establish clear expectations and performance metrics for partner engagement, track progress and hold all stakeholders accountable for achieving channel goals
Partner Enablement & Marketing (40%):
Support CAMs and DBMs in identifying partner enablement requirements for commercial segment through surveys, needs assessments, and ongoing partner feedback loops (e.g. conduct demos on our behalf, self-discovery tools, sales plays)
Communicate enablement requirements with the central and partner enablement teams and orchestrate to ensure partner enablement programs are run effectively with right collaterals and training sessions
Collaborate with Channel Marketing on a joint communication plan, including co-branded materials, joint events and track RoI
Bridge the gap between Channel and Field Marketing teams through joint planning sessions, content sharing, and co-creation
Ensure account teams have the knowledge of ecosystem partners' objectives, capabilities, and value proposition
Your Experience
Bachelor’s Degree or equivalent, MBA a plus
10+ years 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 shown ability to interface at a senior leadership to individual contributor level with ease
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
Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
Consistent track record of leading complex sales situations through negotiation and conflict resolution
Capable of performing in a virtual team environment
Negotiation and conflict resolution skills
The TeamOur national channel team is an elite group of hand-selected individuals driving our relationship with numerous strategic partners. This focused and experienced team works directly with our partner counterparts, as well as internally and externally to run our joint business plan. This role will be critical to ensuring we execute on time and on plan.Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our solutions.Our CommitmentWe’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com .Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.All your information will be kept confidential according to EEO guidelines.The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between 352,400/yr - $484,550/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (http://benefits.paloaltonetworks.com/) . Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.
