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 (30%):
Work with Sales leadership to prioritize top accounts in the Enterprise segment for joint motion with partners
Create and update a joint account pursuit plan with partners highlighting key RTMs and partners by account
Identify and engage the right Partner team members and CBMs for the prioritized accounts and support development of a proactive ecosystem strategy to drive pipeline growth, bigger deals and faster sales cycles
Ensure complete alignment with Partner teams (including CALs), CBMs and Account teams (SVPs through AEs)
Execution & Accountability (60%):
Drive joint pursuit plan execution by mapping out activities (executive engagement, joint planning sessions) and communicating them to stakeholders (Ecosystem, Account teams) – aligned with quarterly and long-term pipelines
Track progress against defined goals (utilizing dashboards/reports), collaborating with ecosystem and account teams and establishing KPIs for accountability
Drive key meetings with partners in collaboration with CBMs and ensure attendance of right stakeholders, defined agenda, material readiness, pre-meeting discussions and follow-up on action items with clear owners & deadlines
Actively solicit updates to address lagging areas and hold stakeholders accountable for action items
Proactively review internal ‘big deal’ pipeline ($1M+ in TNB) to identify new opportunities and ensure proper partner structure is in place; Collaborate with account and ecosystem teams to allocate resources for high-potential leads
Recognize patterns of success in the enterprise accounts with partners, bottle-them-up and find ways to scale them
Account Team Enablement & Collaboration (10%):
Ensure account teams have the knowledge of ecosystem partners' objectives, capabilities, and value proposition
Establish clear communication channels to keep stakeholders informed of key account and partner development
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. Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.
