Distribution Business Manager - Toronto, Canada - Palo Alto Networks

Palo Alto Networks

Verified Company

Toronto, Canada

3 weeks ago

Posted by:

Sophia Lee

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Description

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback - it is about flexibility, trust, and choice whenever possible. It's been a journey of disruption that has yielded the best of our values.

We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description:

Your Career

The Canadian Distribution Business Manager will drive our entire Sales & Channel engagement with distributors across the entire NextWave partner ecosystem in Canada.

You are responsible for working with large national 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 in each year based on the Palo Alto Networks' Canadian priorities and strategies.

You will also be responsible for the overall business execution and performance management with the distributors and their distribution managed partners in Canada.

Your Impact

Building a growth plan and associated goals for our distributionled partners in Canada in collaboration with sales and channel leadership
Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) at least three times per year with a crossfunctional audience including Sales Management, Channel Management, Marketing, Services, SE team, and extended functional members supporting Canada
Meet with Distributors regularly to update the annual business plan based on ongoing results and realign targets, objectives, and activities as needed
Provide necessary data and reports to distributors to set plan targets and execute KPIs
Regularly share important SFDC reports with Distributors
Lead regular calls with distributors to cover relevant new company information or content
Ensure company content, programs, and update proper "land" within the distributor and share callstoaction for distributors with said updates
Increase the distributor's quoting utilization and low touch sales
Provide adequate training
Monitor and share quoting utilization statistics with distributors on at least a monthly basis
Responsible for semiannual NextWave Program Compliance efforts for Distribution Managed Partners, including working with distributors on plans to address gaps in Partner requirements and to make the decision on upleveling, downgrading, or offboarding Partners
Work closely with the Renewals team and distributors in order 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 national, regional, and local events
Give a F2F presentation to distributors as needed for product updates, business opportunities, and best practices from other regions
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 per quarter)
Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team proactively schedule sales activities onsite between Inside Sales and Distributors
Facilitating cadence of "Peering" between local management teams
Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakes
Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly
Handle (solve or escalate) all escalations related to daytoday 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 orders
Keep a close view of the open Pipeline on a weekly basis
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