Distribution Business Manager

Palo Alto Networks; Dubai; On-site; AED 330,000 - 441,000; Full time

Job summary

A leading cybersecurity firm is seeking a Distribution Business Manager in Dubai, UAE. The role involves driving sales and channel engagement with distributors in the Middle East. Responsibilities include setting KPIs, leading business reviews, and enhancing distributor training. The ideal candidate should have experience in sales within the technology sector and strong relationship-building skills. This position is crucial for managing distributor relationships and ensuring efficient business execution.

Qualifications

• Experience in sales and channel engagement within the technology sector.
• Strong relationship-building skills with distributor executives.
• Ability to analyze data and set strategic targets.

Responsibilities

• Provide necessary data and reports to distributors to set plan targets and KPIs.
• Schedule, prepare, and lead Business Review meetings at least three times per year.
• Meet with Distributors to update the annual business plan and set new targets.

Job description

Your Career

As a Distribution Business Manager (DBM) at Palo Alto Networks you will drive our entire Sales & Channel engagement with distributors across the NextWave partner ecosystem across the Middle East region. You will own the overall GTM relationship defining the evolution of distributors businesses headcount investments and go-to-market strategies each year based on regional priorities. Your role includes overall business execution and performance management with the distributor augmenting the Enterprise & Commercial Segment needs with your DBM peers and associated sales segment leads.

Your Impact

• Provide necessary data and reports to distributors to set plan targets and KPIs
• Schedule prepare and lead recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience
• Meet with Distributors to update the annual business plan with previous quarters results and set targets for the new quarter
• Establish senior executive relationships and leverage rapport with distributors executives to influence investments
• Lead monthly updates with the distributor(s) to cover relevant new company information
• Increase the distributors quoting utilization and provide adequate training
• Manage semi-annual NextWave Program Compliance efforts for Distribution Managed Partners
• Work closely with the Renewals team and distributors to improve renewals process efficiency
• Build and monitor plans with distributors to drive attendance to important events
• Give face-to-face presentations to distributors at the start of each quarter
• Facilitate cadence of Peering between local management teams
• Handle escalations related to day-to-day order processing and Distributor Credit situations
• Be onsite at a local distributor at each end of month / EOQ
• Manage the Distribution Rebates by setting targets and defining MBOs
• Manage all processes and documentation