Sr. National Channel Business Manager

1 week ago

New York, New York, United States Palo Alto Networks Full time
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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond

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

Your Career


You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner.

Your success in this role will span the creation and execution of national and localized business plans and measured primarily on the joint business executed.

Do you have experience of working at all levels of large strategic partner organizations, plus possess high discernment and approach to develop partnerships based on the long term, "outcome where everybody wins strategy? If so, we want you.


Palo Alto Networks National Channel organization is a strategic pillar for the organization's continued growth and we are looking for a dynamic leader that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks relationships within our national partner ecosystem.

Your Impact

Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations

Extensive experience working with Global Systems Integrators (GSIs), National Partners (i.e Presidio, WWT, Optiv, etc.) , Service Providers, Cloud Service Providers (CSPs) - Knowledge of how the organization operates and the internal areas to work with in order to drive Palo Alto Networks specific programs to capture mindshare, build pipeline, and drive revenue

Proven history or developing and executing on a strategic national partner specific business plans and marketing campaigns

Work well in a team environment to ensure partner and customer satisfaction

Design a compelling value proposition that inspires partners to promote our solutions

Create services based on our emerging and established technologies increasing revenue growth

Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment

Lead regular business performance and relationship reviews with senior management and various stakeholders

Build and maintain the activity of performance reports and activity dashboards

Your Experience

Bachelor's Degree or equivalent, MBA a plus or equivalent military experience required

10+ years experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry and/or Cloud industry

Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease

Excellent executive communication and presentation skills

Successful track record of exceeding performance objectives

Understanding of channel operating models

Knowledge of sales, marketing, and solution development

Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills

Consistent track record of leading complex sales situations through negotiation and conflict resolution

Capable of performing in a virtual team environment

Negotiation and conflict resolution skills

The Team

Our national channel team is an elite group of hand-selected individuals driving our relationship with numerous strategic partners.

This focused and experienced team works directly with our partner counterparts, as well as internally and externally to run our joint business plan.

This role will be critical to ensuring we execute on time and on plan.


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 solutions.

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 .

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.

The compensation offered for this position will depend on qualifications, experience, and work location.

For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $256,900/yr to $353,200/yr.

The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here ) .

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