Distribution Business Manager

Your CareerA Distribution Business Manager (DBM) drives our entire Sales & Channel engagement with distributors across Palo Alto Networks’s NextWave partner ecosystem. As a DBM for Public Sector, you are responsible for owning the GTM relationship with 1 or 2 large Public Sector distributors to build an annual business plan within 30 days of the close of each fiscal year-end. Specifically defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies each year based on Palo Alto Networks' global theater, and regional priorities and strategies. You are also responsible for the overall business execution and performance management with the distributor(s).  Furthermore, you will augment the Public Sector needs of all distributors collaborating with the associated primary DBMs. Your ImpactProvide necessary data and reports to distributors to set plan targets and KPIsResponsible 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 QBRsMeet 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 resultsResponsible for establishing senior executive relationships and leveraging your rapport with distributors’ executives to influence investments in and positive outcomes for Palo Alto NetworksLead 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 updatesIncrease the distributor’s quoting utilization - Provide adequate training - Monitor and share quoting utilization statistics with distributors monthlyResponsible 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 PartnersWork closely with the Renewals team and distributors to improve renewals process efficiency and to improve key Renewal business KPIsBuilding and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local eventsGive face-to-face presentations to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regionsFacilitating cadence of “Peering” between local management teamsFacilitating local Sales team engagement with DistributionEach distributor is invited to make a presentation to PANW Sales organization during a weekly Sales meeting at least 1 time per quarterHandle (solve or escalate) all escalations related to day-to-day order processing and Distributor Credit situationsBe 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 ordersEnsure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakesManage the Distribution Rebates by setting targets and defining MBOs - provide regular Rebate updates – this should include QTD against target funnel and in Quarter pipeline reportManage 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 DateLead weekly forecast call with each local distributor to review weekly/monthly/quarterlyWork with distributors and Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) submitted as per the timeline and processWork with Distributors on marketing plans that drive net-new account acquisition and install base expansionAttend local sales and marketing events hosted by Distributors and Distribution Managed PartnersWork with Distributors and Channel/Product Market to develop, land, and monitor Channel Sales incentives and promotions for Distributors and Distribution Managed PartnersCoordinate efforts and drive alignment between Distributors and PANW Inside Sales Team - proactively schedule sales activities onsite between Inside Sales and DistributorsRegularly share important SFDC reports with Distributors