Channel Director, Commercial

1 month ago

Santa Clara, United States Palo Alto Networks Full time
Job DescriptionJob DescriptionCompany 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.

Our Approach to Work

We lead with personalization 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 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

Job Description

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 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

  • Partner Strategy (30%)
    • For all accounts in Strategics (and most in Majors), create and update a joint account pursuit plan with partners highlighting key RTMs and partners by account (In partnership with NAM leaders, Ecosystem team and CBMs)
    • Identify and engage the right GSIs team members and CBMs for the prioritized accounts and support development of a proactive ecosystem strategy to drive pipeline growth and big-deal motion
    • Ensure complete alignment with GSI teams (including CALs), CBMs and Account teams (SVPs through AEs)
  • Execution & Accountability (60%)
    • Drive joint pursuit plan execution by mapping out activities (executive engagement, joint planning sessions) and communicating them to stakeholders (Ecosystem, Account teams) – aligned with quarterly and long-term pipelines
    • Track progress against defined goals (utilizing dashboards/reports), collaborating with ecosystem and account teams and establishing KPIs for accountability
    • Drive key meetings with GSIs in collaboration with CBMs and ensure attendance of right stakeholders, defined agenda, material readiness, pre-meeting discussions and follow-up on action items with clear owners & deadlines
    • Actively solicit updates to address lagging areas and hold stakeholders accountable for action items
    • Proactively review internal ‘big deal’ pipeline ($5M+ in TNB) to identify new opportunities and ensure proper partner structure is in place - Collaborate with account and ecosystem teams to allocate resources for high-potential leads
  • Account Team Enablement & Collaboration (10%)
    • Ensure account teams have the knowledge of ecosystem partners' objectives, capabilities, and value proposition
    • Highlight and proactively manage key risks and friction points between account teams and partners 
    • Establish clear communication channels to keep stakeholders informed of key account and partner developments
Qualifications

Your Experience

  • Bachelor’s Degree or equivalent, MBA a plus or equivalent military experience required
  • 10+ years experience in 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


Additional Information

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 accommodations@paloaltonetworks.com.

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/commissioned roles) is expected to be between $352,400/yr to $484,550/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.

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