Channel Business Manager

Jobs Paloaltonetworks; Greater London; Remote; GBP 90,000 - 130,000; Full time

Job summary

Palo Alto Networks is seeking a relationship-driven professional to manage strategic partner engagements with Accenture, Kyndryl, and PwC across the UK&I region. The role emphasizes long-term, outcome-based collaboration to drive revenue and market share.

You will work across all levels of partner organizations, coordinating with virtual teams and senior stakeholders to execute joint business plans and optimize customer implementations.

Qualifications

• Experience in Global Systems Integrator Business Management, Channel Management, or Business Development within enterprise software or cyber security.
• Proven track record in Global GSI Business Management; Accenture experience highly preferred.
• Strong communication and stakeholder management abilities.

Responsibilities

• Develop and execute partner business plans with Accenture, Kyndryl, PwC to drive revenue.
• Proactively generate pipeline and align partner motions with sales strategy.
• Design a compelling value proposition to motivate partners toward strategic alignment.
• Create services around emerging technologies to increase revenue and partner mindshare.
• Provide clear regional communications with dedicated partners to build strong relationships.
• Operate in a matrix environment and lead virtual teams effectively.
• Lead performance reviews with senior management and stakeholders.
• Maintain dashboards and reports to monitor activity and results.

Skills

GSI Business Management

Channel Management

Business Development

Cybersecurity domain knowledge

Revenue attainment

Job description

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

You will centre your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the Accenture, Kyndryl, and PwC sales teams. Your success in this role will span the creation and execution of unique business plans with each potential team and business unit. You’ll be measured primarily on the joint business executed with Accenture, Kyndryl, and PwC across UK&I. You’ll be working within all levels of the partner organisations and possess a commitment that focuses on the long‑term, outcome‑based strategy and results.

Key Responsibilities

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensure the partner is well‑positioned to deliver successful customer implementations and recommendations
• Proactively drive pipeline generation and cultivate a strong sales‑minded orientation across all partner motions
• Design a compelling value proposition that inspires the partners to promote our solutions, with the ability to motivate partners from reactive to strategic alignment
• Create services based on our emerging and established technologies, increasing revenue growth and partner mindshare
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
• Operate in a highly matrix set‑up and seamlessly direct and influence virtual teams
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

Qualifications

• Experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or cyber security industry
• Proven track record in Global GSI Business Management, with specific experience working with Accenture highly preferred
• Strong background in the cyber security domain is an extra asset
• Proven track record of revenue attainment and service creation with GSI partners
• Understanding of GSI operating models
• Self‑starter with initiative and ability to think creatively
• Excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

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 [e-mail].

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.

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