Palo Alto Networks Hiring For Channel Business Manager – SIs & Distribution, India & SAARC at New Delhi, Delhi Full Time

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

The Channel Business Manager – SIs & Distribution will drive our Sales and channels strategy and engagement with distributors & select SIs across the entire NextWave partner ecosystem. You will be responsible for working with the India & SAARC regional distributors & SIs to build and execute on annual business plans, specifically defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies in each year based on Palo Alto Networks global, theatre, and regional priorities and strategies. You will manage the overall relationship with the India & SAARC Palo Alto Networks distributors & SIs. You will also be responsible for the overall business execution and performance management with the distributors.

Your Impact

Scheduling, preparing and leading recurring Business Review meetings (QBRs) with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management

Meet with Distributors regularly to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for the new quarter

Lead bi-weekly call updates with distributors to cover relevant new company information or content provided in the previous month. Ensure company content, programs, and update properly “land” within the distributor and share calls-to-action for distributors

Increasing distributor’s CPQ quoting utilization. Provide adequate training. Monitor and share CPQ utilization statistics with distributors on a monthly basis

Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor on plans to address gaps in Partner requirements and to make a decision on up-leveling, downgrading, or off-boarding these Partners

Work closely with the Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs

Responsible for building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events

F2F presentation to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions

Responsible for forwarding pertinent company and industry emails to distributors

Facilitate cadence of “Peering” between local management teams

Facilitate local Sales team engagement with Distribution

Distribution Operations Management

Handle (solve or escalate) all critical issues related to day-to-day order processing and Distributor Credit Situations

Be on site 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 dedicatedly reviewing their pipeline to ready their systems and accounts for processing orders with available credit and no minor mistakes

Work actively with Distributor, Channel Manager, and Sales Manager to logistics and coordination of large, multi-site / multi-theatre Global Projects

Manage all processes and documentation related to Distribution Development Funds (DDF) and Co-Funded Heads

Distribution Sales Management

Keep a close view of the open Pipeline on a weekly basis. Use FunnelSource or Clari to understand which deals are coming in each week/month/quarter and work dedicatedly 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 Channel Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) are submitted as per the timeline and process

Work with Distributors on marketing plans which drive net-new account acquisition in Commercial space and install the base expansion

Attend local sales and marketing events hosted by Distributors and Disty 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; dedicatedly schedule sales activities onsite between Inside Sales and Distributors

Regularly share important SFDC reports with Distributors:
Open Pipeline reports, POS Sales Reports, SLR-P (Partner Generated SLR Reports), etc.

NextWave Program Compliance “Gap Analysis”

Qualifications

Your Experience

Distribution of channel management experience

Channel sales management experience in vendor environments

Program Management or BU Management or close work in channel programs projects

Working knowledge and experience selling technology solutions to mid-market and SMB customers

Ability to develop complex partner and territory plans and strategies

Skilled in developing business plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investment (ROI)

Confirmed experience influencing senior level partner executives

Strong presentation and leadership skills and the ability to describe market transitions and develop and lead virtual sales teams.

Proven ability to communicate effectively and professionally (verbal and written) with customers and collaborate with a variety of organizations.

Strong time management, organizational, and negotiation skills

Professional IT Sales and business development experience

An effective oral and written communicator – clear and concise

Adequate public speaking skills

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

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.