Distribution Business Manager, ANZ

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!

• Joint Business Planning: Lead the development and execution of comprehensive Quarterly Business Plans with Distribution Partners to align on KPIs, growth targets, and market expansion.
• Executive Relationship Management: Cultivate and leverage high-level relationships within the distribution ecosystem to increase Palo Alto Networks' "mindshare" and ensure we are the preferred security vendor.
• Go-To-Market (GTM) Strategy: Design and oversee integrated campaigns and incentive programs specifically engineered to drive pipeline velocity.

• Knowledge Transfer: Coordinate with internal Subject Matter Experts to deliver sales, operational and technical training, ensuring distribution and partners are self-sufficient and able to grow with Palo Alto Networks

• Pipeline & Deal Flow Management: Serve as the critical bridge between distribution and Palo Alto Networks to facilitate seamless communication, quote, order and pipeline accuracy.
• Quarter-End Execution: Orchestrate the End-of-Quarter order processing cycles, ensuring execution during high-velocity periods.
• Tactical Problem Solving: Act as a point of escalation for complex order management issues

• Bachelor's degree or equivalent practical experience.
• 8+ years of experience in channel management, distribution, or partner sales within the technology industry.
• Proven track record of developing and executing successful channel strategies and meeting sales targets.
• Experience managing and growing relationships with major distributors and channel partners in the ANZ region.
• Strong understanding of distribution models and channel sales processes
• Understanding of current industry trends in automation, analytics, AI and security

• Strong executive presence and financial acumen
• Demonstrated ability to create and deliver compelling presentations to senior leadership and partners.
• Excellent collaboration skills, in particular, ability to effectively lead and or influence large virtual teams
• Familiarity with sales reporting tools and CRM software (e.g., Salesforce, Clari, Google).
• Understanding of Palo Alto Networks quoting procedures and licensing
• Strong analytical skills with experience in performance reporting and dashboard management.
• Good working knowledge of Palo Alto Networks portfolio of solutions and market positioning desired