Channel Business Manager- West

Palo Alto Networks; Mumbai; On-site; INR 22,54,000 - 31,56,000; Full time

Job summary

A cybersecurity firm in Mumbai seeks a Channel Business Manager to drive growth through strategic partnerships. Candidates must have over 12 years of channel development experience, excellent communication skills, and a strong understanding of the cybersecurity market. This role involves building and executing joint business plans and maintaining executive relationships within partner organizations. The ideal candidate is energetic, structured, and ready to contribute to a rapidly growing company focused on innovative cybersecurity solutions.

Qualifications

• 12+ years of dynamic channel development experience around Global System Integrators & Regional System Integrators.
• Ability to influence mindshare & investments into PANW business.
• Experience building & executing joint business plans with strategic partners.
• Tangible track record of building channel business in a fast-growing environment.
• Excellent communication skills for presentations and building plans.

Responsibilities

• Drive growth of PANW products and services with partners.
• Own executive relationships in partner organizations.
• Jointly develop & execute annual business plans with partners.
• Collaborate with sales, products, solutions & marketing for outcomes.
• Update leadership on partner business progress and market state.

Skills

Channel development

Building business plans

Negotiation skills

Influencing C-level organizations

Cybersecurity market understanding

Job description

Company 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.

Who We Are

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Description

Your Career

The Channel Business Manager will work closely with the India & SAARC Palo Alto Networks GTM teams to develop, enable, and manage a defined set of strategic partners to sell and deliver Palo Alto Networks’ solutions. The CBM will be responsible for driving strategic influence, building joint solutions, and executing joint go-to-market (GTM) plans in collaboration with cross-functional teams across Palo Alto Networks.

In FY26, Channel Business Managers will own a defined set of partners, ensuring strong alignment with the GTM organization across all key segments — Majors, Enterprise, and Commercial. Success in this role will require proven experience in building and executing joint business plans, driving measurable outcomes in revenue growth, market share, and mindshare among partners, customers, and partner leadership teams.

The position reports to the Head of Channels for the region and will play a pivotal role in accelerating partner-led growth and expanding Palo Alto Networks’ reach across the India & SAARC markets.

Your Impact

• Drive growth of the PANW products and services with the partners with an entrepreneurial zeal.
• Own executive relationships in the partner organizations to drive investments & focus for PANW so that we are the cybersecurity partner of choice in the business district.
• Jointly develop & execute annual business plans with partners that includes sales, technical & services outcomes.
• Socialize & Leverage Nextwave partner program for partner alignment with PANW business.
• Conduct periodic business governance review to ensure outcomes
• Collaborate with sales, products , solutions & marketing functions to achieve outcomes with the partners.
• Periodically update the India leadership team on partner biz progress, state of the market and competitive strategies that can impact the partners.
• Operate with a high degree of trust, ownership and integrity.
• Be the brand ambassador for Palo Alto Networks with the partner ecosystem.

Qualifications

Your Experience

• 12+ years of dynamic channel development experience around Global System Integrators & Regional System Integrators.
• Ability to call high in partner ( C-level ) organizations & influence mindshare & investments into PANW biz.
• Have strong partnerships with the district ecosystem players across GSIs, Resellers, Service Providers , Consultants & Distributors.
• Building & executing joint business business plans with strategic & focus partners.
• Experience and deep understanding of the cybersecurity market, trends , technologies & success factors.
• A good cybersecurity business foundation with strong collaboration capabilities to leverage cross functional teams to deliver results.
• Tangible track record of building channel business successfully in a fast-growing environment
• Excellent verbal and written communications skills to deliver presentations, build business plans
• A strong understanding of the sales process and cybersecurity business operations of partners.
• High energy with the capability to multi-task in a dynamic, rapidly growing organization
• Traveling within the region is required
• Structured. Focused. Business minded. Able to prioritize. A-player. Standout colleague. Willing to be part of an ambitious, successful, fast growing company, offering unique and disruptive technology that addresses the security business needs of a fast-growing customer and prospect base
• Possess strong negotiation & conflict resolution skills

Additional Information

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. 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 products

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 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.