Channel Business Manager

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. 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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Job Description

Your Career

As a Channel Business Manager, you will play a pivotal role in ensuring the success of our Tier 1 Partners in Australia. You will take ownership of the channel and collaborate with peers to cultivate relationships with select partners to drive growth in alignment with the company's strategic objectives.

Your Impact

• Build a joint growth business plan with key strategic partners
• Create the national strategy and manage interstate engagements
• Establish strategic alignment between sales and the channel
• Serve as an integral part of the channels and alliances team, closely aligned with the regional sales leaders and other stakeholders, becoming a trusted channel advisor
• Collaboratively define partner GTM plans and objectives to enhance reach, efficiency, and execution
• Contribute to the development of partner programs and marketing kits tailored for Tier 1 partners 
• Define the reseller financial proposition and train field resources on best practices to foster field relationships
• Streamline the Channel to identify key strategic Partners within the region
• Set Regional/District/program-focused bookings goals for each partner
• Establish contract alignment and measure contract return on investment
• Create compliant partner incentives
• Consistently promote priorities and programs to key partners at the executive level for increased productivity
• Drive greater adoption of our use cases and sales strategies
• Organize roadshows and Demand Days at the local level
• Demonstrate the ability to scale with Tier 1 partners through collaboration with regional sales leaders
   

Qualifications

Your Experience

• Relevant technology work experience, including significant knowledge and experience in Tier 1 Partner Sales in Australia
• Proficiency in developing Partner/Territory business plans, formulating partner/territory strategies, and the ability to gauge success against key performance indicators and overall return on investment
• Proven experience in influencing senior-level partner executives and/or partner principals
• Strong leadership skills with the ability to develop and manage virtual sales teams
• Exceptional communication skills, both written and oral, along with strong public presentation skills
• Strong social skills, including the ability to collaborate and influence from a wide variety of sources/resources, both internal and external
• Experience with Salesforce Dashboards and Reports is a plus
• Experience with Google’s G Suite (Drive, Docs, Sheets, and Slides) is a plus

Additional Information

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. 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 products.

Our Commitment

We’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.