GSI Channel Business Manager

Palo Alto Networks; Bayern; Vor Ort; EUR 70.000 - 100.000; Vollzeit

Zusammenfassung

A leading company in cybersecurity is seeking a Channel Manager to develop partnerships with key GSI partners like IBM and Deloitte. This role focuses on driving revenue growth and enhancing partner relationships through strategic planning and execution. The successful candidate will work closely with internal teams to ensure partner satisfaction and develop innovative solutions in the market.

Qualifikationen

• Experience in Channel Management or Business Development within enterprise software and network security.
• Significant experience working with GSI partners.
• Understanding of GSI Go-to-Market strategies.

Aufgaben

• Develop and execute business plans with Account Directors.
• Own revenue targets across IBM and Deloitte.
• Lead performance and relationship reviews with senior management.

Kenntnisse

Channel Management

Business Development

Communication

Negotiation

Creative Thinking

Jobbeschreibung

You will focus on relationship management to achieve measurable results in our public sector revenue, market share, and depth within each partner sales team at the assigned GSI Partners. Your success will be based on creating and executing unique business plans with each GSI partner. You will collaborate with internal stakeholders, including Global / International Account Directors.

Your experience across GSI routes to market is essential. You must be able to navigate the entire channel and have long-standing existing relationships.

Your focus will be on enhancing alignment between the sales teams at PAN+GSI's and executing account planning and pipeline management for all joint opportunities. You will also develop strategic partnerships to elevate Palo Alto Networks to the partners' executive C-suite, gaining trust and credibility.

Your Impact

• Develop and execute business plans with Account Directors to maximize growth opportunities and ensure successful customer implementations.
• Own revenue targets across IBM and Deloitte.
• Work collaboratively to ensure partner and customer satisfaction.
• Create a compelling value proposition to encourage partners to promote our solutions.
• Develop and activate services based on our technologies, increasing revenue, and liaising with product teams to innovate solutions and GTM strategies.
• Communicate clearly with regional partners to build strong relationships.
• Lead performance and relationship reviews with senior management and stakeholders.
• Maintain activity reports and dashboards.
• Take initiative in partner development, solution creation, and cross-business collaboration.

Qualifications

Your Experience

Experience in Channel Management or Business Development within enterprise software and network security industries.

Significant experience working with GSI partners.

Understanding of GSI GtM strategies and operating models.

Knowledge of sales, marketing, and solution development

Strong initiative, creative thinking, and excellent communication skills.

Proven ability to lead complex sales negotiations and conflict resolution.

Additional Information

The Team

The Ecosystems organization is vital for growth in cybersecurity, focusing on training and enabling our partners.

Our Commitment

We value diversity, innovation, and risk-taking. We provide accommodations for individuals with disabilities. Palo Alto Networks is an equal opportunity employer, respecting all protected characteristics.