Distribution 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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities just to name a few!

Job Description

Your Career

As a Distribution Business Manager (DBM) at Palo Alto Networks, you will drive our entire Sales & Channel engagement with distributors across the NextWave partner ecosystem across the CEE region. You will own the overall GTM relationship, defining the evolution of distributors’ businesses, headcount, investments, and gotomarket strategies each year based on regional priorities. Your role includes overall business execution and performance management with the distributor, augmenting the Enterprise & Commercial Segment needs with your DBM peers and associated sales segment leads.

Your Impact

• Provide necessary data and reports to distributors to set plan targets and KPIs.
• Schedule, prepare, and lead recurring Business Review meetings (QBRs) at least three times per year with crossfunctional audience.
• Meet with Distributors to update the annual business plan with previous quarter’s results and set targets for the new quarter.
• Establish senior executive relationships and leverage rapport with distributors’ executives to influence investments.
• Lead monthly updates with the distributor(s) to cover relevant new company information.
• Increase the distributor’s quoting utilization and provide adequate training.
• Manage semiannual NextWave Program Compliance efforts for Distribution Managed Partners.
• Work closely with the Renewals team and distributors to improve renewals process efficiency.
• Build and monitor plans with distributors to drive attendance to important events.
• Give facetoface presentations to distributors at the start of each quarter.
• Facilitate cadence of Peering between local management teams.
• Handle escalations related to daytoday order processing and Distributor Credit situations.
• Be onsite at a local distributor at each end of month EOQ.
• Manage the Distribution Rebates by setting targets and defining MBOs.
• Manage all processes and documentation related to Distribution Development Funds (DDF).
• Lead weekly forecast call with each local distributor.

• Qualifications

  Your Experience

  • 5 – 7 years of distribution or channel management experience.
  • 2 – 3 years of channel sales management experience in vendor environments.
  • Working knowledge and experience selling technology solutions.
  • Proven experience influencing seniorlevel partner executives.
  • Ability to develop complex partner and territory plans and strategies.
  • Strong presentation skills and the ability to describe market transitions.
  • Proven ability to communicate effectively and professionally.
  • 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.

  • 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 [email protected] .

    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.

    Our Commitment
    
    We’re problem solvers that 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 [email protected].

    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.