Channel Business Manager - Toronto, Canada - Palo Alto Networks

Palo Alto Networks

Verified Company

Toronto, Canada

1 week 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.

Our Approach to Work
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

Job Description:

Your Career

As a Regional Channel Business Manager, you will increase the productivity of the Enterprise, Commercial and Public Sector Channels in the Central region.

You will also own the Channel and collaborate with peers for select Regional and National partners as well as aligning to SPs to drive the growth in Central aligned to the Central Sales leaders sales objectives and strategy.

Your Impact

Establish strategic alignment between sales and channel
Serve as part of the Central executive leadership, aligned to the Central Sales Leaders and other stakeholders to become the trusted channel advisor
Jointly define the reseller partner GTM plan and objectives to improve reach and efficiency and assure execution
Collaborate in the roadmap and design of programs and marketing kits for consumption by the Channel
Define the reseller financial proposition in Central and train field resources on standard methodologies to inspire field relationships
Rationalize the Channel to isolate the key strategic Partners
Set Regional / District / program focus / bookings goals for each
Build contract alignment and contract return on investment
Develop compliant partner incentives
Build and execute Partner Business Plans while collaborating with National CBMs and Regional CBMs to incorporate objectives/goals in overall partner Business Plans where needed
Consistently drive priorities and programs into key partners at the executive level gain more lift/productivity
Increase consumption/adoption of our use cases and sales plays
Demonstrate Distribution for scale with Innovator partners
Collaborate with RVPs/DSMs to ID additional strategic partners (inclusive of tech alliance, consultants, nontraditional partners) to recruit
Use Distribution BI/MI to ID prospective partners and action Distribution to recruit/vet
Align onboarding actions and partner development with preferred Distributor

Qualifications:

Your Experience

Related technology work experience including significant knowledge and experience in Channel Sales
Skilled in developing Partner/Territory business plans, building a partner/territory strategy, and the ability to measure success against key performance indicators and overall return on investment
Proven experience influencing senior level partner executives and/or partner principles
Strong leadership skills with the ability to develop and manage virtual sales teams
Strong and effective communication written, oral, and public presentation
Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
Experience with Salesforce Dashboards and Reports is a plus
Experience with Google's G Suite (Drive, Docs, Sheets, and Slides) is a plus

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 an 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.

All your information will be kept confidential according to EEO guidelines.

**Please note