Distribution Business Manager

Our MissionAt 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 WorkWe 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!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 Impact

Provide 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 adjust activities as needed to drive better results

Responsible for establishing senior executive relationships and leveraging your rapport with distributors’ executives to influence investments in and positive outcomes for Palo Alto Networks

Lead 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 proper “land” within the distributor and share calls-to-action for distributors with said updates

Increase the distributor’s quoting utilization. Provide adequate training - Monitor and share 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 make 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 Palo Alto Networks global, regional, and local events

Give face-to-face presentations to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions

Facilitating cadence of “Peering” between local management teams

Facilitating local Sales team engagement with Distribution

Each distributor is invited to make a presentation to PANW Sales organization during a weekly Sales meeting at least 1 time per quarter

Handle (solve or escalate) all escalations related to day-to-day order processing and Distributor Credit situations

Be onsite (when able) at a local distributor at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all Commit orders

Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakes

Manage the Distribution Rebates by setting targets and defining MBOs - provide regular Rebate updates – this should include QTD against target funnel and in Quarter pipeline report

Manage all processes and documentation related to Distribution Development Funds (DDF)

Manage all processes and documentation related to Distribution Co-Funded Heads

Manage open Pipeline weekly - Use Clari to understand which deals are coming in each week/month/quarter and work proactively with distributors to ensure all orders are closed and processed by their committed Close Date

Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly

Work with distributors and Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) submitted as per the timeline and process

Work with Distributors on marketing plans that drive net-new account acquisition and install base expansion

Attend local sales and marketing events hosted by Distributors and Distribution Managed Partners

Work with Distributors and Channel/Product Market to develop, 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 share important SFDC reports with Distributors

Your Experience

5+ years of distribution or channel management experience

2+ years of channel sales management experience in vendor environments

2+ years of Program Management or BU Management or close work in channel programs

Working knowledge and experience selling technology solutions

Proven experience influencing senior-level partner executives

Ability to develop complex partner and territory plans and strategies

Skilled in developing business plans, contributing to strategic plans, and devising reporting to track 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 interface with a variety of organizations. - Clear and concise

Strong leadership skills with the ability to develop and manage virtual sales teams

Strong time management, organizational, and negotiation skills

Professional IT Sales and business development experience

Strong public speaking skills

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 $220,800/yr to $303,600/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (http://benefits.paloaltonetworks.com/) . Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.