Channel Business Manager

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 Team

Our Channel Business team is a strategic pillar of our sales organization. We are responsible for developing and managing relationships with our partners, including resellers, distributors, and managed service providers. Our goal is to drive indirect revenue growth, expand our market reach, and ensure our partners are equipped with the knowledge and tools they need to succeed. We work collaboratively across the company to create and execute channel programs that deliver value to both Palo Alto Networks and our partners, ultimately helping to protect our mutual customers in the digital age.

Job Summary

As the Channel Business Manager for British Telecom, you will hold a business-critical role focused on one of our most strategic partners. You will centre your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team at the assigned accounts. Your success in this role will span the creation and execution of unique business plans with the partner. Your focus will be on enhancing alignment between the sales teams at Palo Alto Networks and BT, executing with excellence across account planning and pipeline management on all joint opportunities. Equally, your responsibility will be to drive and develop our strategic engagement with each of your selected contacts within the partner organization.

Key Responsibilities

• Develop and execute business plans in collaboration with Account Directors, driving all aspects of the partner relationship to maximize growth and ensuring the partner is ready to deliver successful customer implementations and deployments.
• Work well in a team environment to ensure both partner and customer satisfaction.
• Design a compelling value proposition that inspires this strategic partner to promote our solutions.
• Develop and activate services based on our emerging and established technologies, increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share.
• Provide clear and consistent communication (internally and externally) across the region with partners to build strong partnerships throughout your assignment.
• Lead regular business performance and relationship reviews with senior management and various stakeholders.
• Build and maintain the activity of performance reports and activity dashboards.

• Experience in Channel Management or Business Development roles within the enterprise SaaS or network security industry.
• Proven experience in creating and executing unique business plans with strategic partners to achieve measurable results in revenue and market share.
• Extensive background in relationship management within MSSP account teams, specifically within the UK & Ireland.
• Demonstrated ability to enhance alignment between internal and partner sales teams, with a focus on account planning and pipeline management.
• Experience liaising with product teams to develop/activate services and GTM strategies that differentiate in the market.
• Ability to lead regular business performance reviews with senior management and various stakeholders.
• Proficient in building and maintaining performance reports and activity dashboards to track partnership health.

• Track record with BT as a partner.