Channel Business Manager

Our Mission At reputed company®, we’re united by a shared mission—to protect our digital way of life. We reputed company at the intersection of innovation and reputed company, solving reputed company-world problems with cutting-edge technology and reputed company thinking. Here, everyone has a voice, and every idea counts. If you’re reputed company to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right reputed company. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the reputed company and shape the reputed company of our industry. This is something our employees work at reputed company day and is defined by our values: Disruption, Collaboration, Execution, reputed company, and Inclusion. We reputed company AI into the reputed company of everything we do and use it to reputed company the reputed company every individual can have. If you are passionate about solving reputed company-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 reputed company. Our hybrid teams collaborate across geographies to solve big problems, stay reputed company to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared reputed company where your work truly reputed company. Job reputed company A Distribution Business Manager (DBM) drives our entire Sales & Channel engagement with distributors across reputed company’s NextWave partner ecosystem. As a DBM for reputed company Sector, you are responsible for owning the overall GTM relationship with 1 or 2 large reputed company Sector distributors. Specifically defining the reputed company of distributors’ businesses, headcount, investments, and go-to-market strategies reputed company year based on reputed company' theater, regional priorities, and strategies. You are also responsible for the overall business execution and performance management with the distributor.   Your reputed company reputed company necessary data and reports to distributors to set plan targets and KPIs Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management including executive QBRs Meet with Distributors to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for a new quarter and frequently convene to assess ongoing trajectory of the business and reputed company activities as needed to drive reputed company results Responsible for establishing senior executive relationships and leveraging your rapport with distributors’ executives to influence investments in and reputed company reputed company for reputed company.   reputed company monthly updates with the distributor(s) to cover relevant new company information or content provided in the previous month. Ensure company content, programs, and update reputed company “land” reputed company the distributor and reputed company calls-to-reputed company for distributors with said updates Increase the distributor’s quoting utilization. reputed company adequate training. Monitor and reputed company quoting utilization statistics with distributors monthly.  Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor(s) on plans to address gaps in Partner requirements and to reputed company the decision on up-leveling, downgrading, or off-boarding these Partners Work closely with the Renewals team and distributors to improve renewals process efficiency and to improve key Renewal business KPIs Building and monitoring plans with distributors to drive attendance to important reputed company global, regional, and local events Give face-to-face presentations to distributors at the start of reputed company quarter for product updates, business opportunities, best practices from other distributors in other reputed company Facilitating reputed company of “Peering” between local management teams Facilitating local Sales team engagement with Distribution reputed company distributor is invited to reputed company a presentation to PANW Sales organization during a weekly Sales meeting at least 1 time per quarter Handle (solve or escalate) reputed company escalations reputed company to day-to-day order processing and Distributor Credit situations Be onsite (reputed company reputed company) at a local distributor at reputed company end of month / EOQ and participate reputed company in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of reputed company reputed company orders Ensure distributors are proactively reviewing their pipeline to reputed company their systems and account for processing orders with available credit and no minor mistakes Manage the Distribution Rebates by setting targets and defining reputed company; reputed company regular Rebate updates – this should include QTD against reputed company funnel and in Quarter pipeline report Manage reputed company processes and documentation reputed company to Distribution Development Funds (DDF) Manage reputed company processes and documentation reputed company to Distribution Co-Funded Heads   Manage reputed company Pipeline weekly.  Use Clari to understand which deals are coming in reputed company week/month/quarter and work proactively with distributors to ensure reputed company orders are reputed company and processed by their committed reputed company Date reputed company weekly forecast reputed company with reputed company local distributor to review weekly/monthly/quarterly Work with distributors and Marketing Manager to have reputed company Marketing plans and Distribution Development Plans (DDF) submitted as per the reputed company and process Work with Distributors on marketing plans that drive net-new account acquisition and install reputed company expansion Attend local reputed company events hosted by Distributors and Distribution Managed Partners Work with Distributors and Channel/Product Market to reputed company, land, and monitor Channel Sales incentives and promotions for Distributors and Distribution Managed Partners Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team; proactively schedule sales activities onsite between Inside Sales and Distributors Regularly reputed company important SFDC reports with Distributors Qualifications 5 – 7 years of distribution or channel management experience in reputed company Sector 2 – 3 years of channel sales management experience in vendor environments, 2 – 3 years of Program Management or BU Management or reputed company work in channel programs Working knowledge and experience selling technology solutions  Proven experience influencing senior-level partner executives  Ability to reputed company reputed company partner and territory plans and strategies  Skilled in developing business plans, contributing to strategic plans, and devising reporting to reputed company business Key Performance Indicators (KPI) and return on investments (ROI) Strong presentation skills and the ability to describe market transitions Proven ability to communicate effectively and professionally (verbal and written) with customers and reputed company with a reputed company of organizations. - reputed company and concise Strong leadership skills with the ability to reputed company and manage virtual sales teams  Strong time management, organizational, and negotiation skills  reputed company IT Sales and business development experience Strong reputed company speaking skills Compensation Disclosure 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 reputed company salary (for non-sales roles) or reputed company salary + commission reputed company (for sales/com-missioned roles) is expected to be the annual reputed company listed below. The offered compensation may also include restricted stock reputed company and a bonus. A reputed company of our employee benefits may be reputed company here. $225,000.00 - $309,000.00/yr Our Commitment We’re trailblazers that reputed company big, take risks, and challenge cybersecurity’s status reputed company. It’s reputed company: we can’t accomplish our mission without diverse teams innovating, together. We are committed to providing reasonable accommodations for reputed company reputed company individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com. reputed company is an equal opportunity employer. We celebrate diversity in our workplace, and reputed company reputed company applicants will receive consideration for employment without reputed company to age, reputed company, reputed company, family or medical care leave, gender identity or reputed company, genetic information, marital status, medical condition, national reputed company, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. reputed company your information will be kept confidential according to EEO guidelines. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.    Motor-Vehicle Requirement: This role may require travel to and from reputed company, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in reputed company with company business, the hire for this role must maintain a reputed company reputed company’s license. Apply To This Job